Sell Anywhere Podcast: Recent Episodes

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One of the questions I have been getting more and more since completing my journey, and especially after the new work from home movement #WFH, is “ how can I get a high paying job that allows me to work from anywhere?” “ what if I don’t have a complete grasp on the technology piece?”

A lot of leaders I work with have been wrestling with how to hire talent that is not in the same location. Joseph Fung deals with these questions and so much more this episode of Sell Anywhere.

Like this content? Subscribe to the Youtube channel, like this podcast, follow us on facebook (Do Happy Group Page). Also visit https://www.donnietuttle.com/ for more!

Some of the topics discussed:

-Trends in remote work

-How to get a remote sales job

-Harnessing your unique abilities

-Avoiding imposter syndrome

-How to up level your remote sales skills

For leaders: Where is all of the talent? The right and wrong way to onboard. How to connect remote workers to your culture.

Follow Donnie

Instagram: @donnie.tuttle

LinkedIn: Donnie Tuttle

Facebook: Donnie Tuttle

Follow Joseph

Instagram: @josephfung

LinkedIn: Joseph Fung

Instagram: @uvaro

Check Out Joseph's Company www.uvaro.com

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Vikrant Shaurya is an author and entrepreneur. In this podcast he shares the strategies he uses to write a bestseller and help others do the same. So if you want to learn how to write a bestselling book and make more money from your writing, then listen to this!

Follow Donnie

Instagram: @donnie.tuttle

LinkedIn: Donnie Tuttle

Facebook: Donnie Tuttle

Follow Vikrant

Instagram: @vikrant.shaurya

Linkedin: Vikrant Shaurya

Buy Vikrant's Book Here! https://www.amazon.com/How-Write-Bestseller-Bestselling-High-Value-ebook/dp/B086Z1N6C4

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Meghan Misiak is a Sales Consultant who helps people shorten their path to the "President's Club". Her goal is to help seller's accomplish their dreams and find meaning in sales.

Follow Meghan

LinkedIn: Meghan Misiak

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Mental health and a sense of meaningful work are important things in today's job force. They can no longer be swept under the rug! Find out why and more by listening/watching in to this full episode of the Sell Anywhere Podcast.

Please like and subscribe!

Find Sarah on LinkedIn by searching Sarah Khan.

Like this channel? Hit that subscribe button! Visit: https://www.thesalesclassroom.com/ for more!

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here's Jesse's LinkedIn: https://www.linkedin.com/in/jessebgood

buy his book here: https://www.amazon.com/Happy-Help-Lessons

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here's Damon's LinkedIn: https://www.linkedin.com/in/damonburton

get Damon's book here: https://www.amazon.com/Outrank-Showing-Engines-Outranking-Competitio

here his website: https://www.damonburton.com/

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you can find Erin's linkdIn here:

https://www.linkedin.com/in/erindiehl

Instagram: https://www.instagram.com/keepinitrealdiehl/

website: https://www.learntoimproveit.com/

podcast: https://podcasts.apple.com/us/podcast/the-failed-it-podcast/

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go check out Hayden's LinkedIn:

https://www.linkedin.com/in/haydenhumphrey

check his website here:

https://www.haydenhumphrey.com/

Go Follow Hayden on Instagram:

https://www.instagram.com/haydenashimself/?hl=en

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Peter Birsinger is a software engineer and CEO/Founder of Podscribe. In this episode, Donnie Tuttle and Peter dive into why podcasting is becoming an integral part of the sales world.     Want more from Peter, here's his LinkedIn: https://www.linkedin.com/in/peter-bir   Peters twitter: https://twitter.com/peterbirsinger?lang=en take a look at Podscribe: https://podscribe.ai/

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here's his LinkedIn:https: //www.linkedin.com/in/marcuschanmba

take a look at his websites: https://www.marcuschan.io/resources-1

https://venliconsulting.com/

Donnie Tuttle (14s):
What is up Sell Anywhere listeners and viewers, those of you who've realize that your talent is not limited to your zip code, whether you were forced into it by COVID or whether you've chosen this life of adventure. I get to, I get to, I get to live a life that I don't know pinch me. Sometimes I get to hang out with my heroes. I get to hang out with people that I see say things and a, and let me get to have conversations with them.

Donnie (47s):
And so you were going to, you're going to get charged up. This guy is already is bringing the energy and I just had to stop talking to him and throw him right here on the Podcast and in. So I'm going to get to know him at the same time. You are person to person. Welcome the one and only Lisa on my show. Marcus Chan and Mark is before you'd tell us what you do, man. Tell us where you're at. Alright, so a Hey Donnie, my absolute pleasure to be on a, this show today.

Marcus Chan (1m 21s):
So I'm, Marcus, Chan I'm out in Portland, Oregon on the West coast, Portland, Oregon. And of course, sounds like as a, right now as a recording, it's on the news everywhere. Cause of all the crazy thing that were happening, but I'm totally safe, just so you know. Okay. All right. So did a, like, are we in there, is this space that you have overtaken and made your own, or is this your home office that we're looking at? This is ms. Is my home office right here, right here, right here. This is where all the magic happens. Love it because it looks like you were settled in.

1 (1m 51s):
I see charts. I see books. I see magical sayings behind you. How long have you? Thank you. Build this environment. I man. And do you worked anywhere else or has this, the, the, the, the main, the main place where the back way, this is where this is a ride. You everything. I mean, this, this whole thing probably took off the books are, you know, behind me, you are a man that's probably taken or just a year ago, over the years, collect in the books. Right. So that that's been ongoing thing, but actually organized in this whole place, I'll know an hour.

1 (2m 22s):
That's so pretty easy organized. It is, is

Marcus Chan (2m 25s):
this the bat cave or do you have other places where you've worked from this? Is it I. I like to, I'm pretty fortunate to have my own a home office. So I really liked to have that separation, right. So I can turn the brain on and off, right. For family time. And you have a little bit of separation from everything else to, to give a a hundred percent, whenever I'm doing now, obviously four home with kids. So they fly in here and, you know, sometimes just toys anywhere in here and that kind of clean up, you know, you know how it goes.

1 (2m 53s):
So I do, I do know how that goes. As a matter of fact, when first started, my coach had to give me a sign that, that people would hang on the front of their business. It would say open or close for business. And the kids knew that they couldn't come in during that time. So bring us into what you do, right? Some of us get to, we get to do the things we love. We get in, in, in some of us have figured out the people we love doing it four.

1 (3m 23s):
And I think that's you, I think that's you, every time I read your stuff, and by the way I found Marcus on LinkedIn, just sharing some absolute fire. And every once in while you see me spit some of his stuff out or share it or repost it or whatever, and that's where I found you, but you get to do what you love with who you love. So tell us about that. Yeah, absolutely. Right. And you know, ah, so, ah, I'm the founder of a chemical, a Bentley consulting group. And I work directly with B2B sales professionals who help them sell more, earn more, regardless of media use of experience and a, I love absolutely love, but what I do because I get to work with a people that, you know, that's where I started and help them really develop the skills, achieve their goals, their dreams, their desires, everyone they want in life.

1 (4m 8s):
And that's a very, very powerful for me. Love it. And by the way, I just not realize that we are twinning. So looking at this, we gotta have to take a little quick snap shot for those of you who are listening. Thank you for humoring. My weird humor. Marcus how did you get to that place? Because for me, I don't know. It didn't happen on purpose. Like actually sails was the one thing I said I will never do. And I learned a lesson.

1 (4m 39s):
Never, never tell anyone that you'll never do anything. And for a, for a few years of my life, it felt like I felt like I had to become another person. It felt like an itchy suit. It felt like it didn't fit. And finally, one day someone helped me to own my self in the process. And like in LA it was like bolt of lightning. And now I know who I am and now I know why I'm here. And sales was the greatest enabler of my life. So how did you, how'd you get here, man? Like, was this on purpose?

1 (5m 10s):
Are like, like talk to us. Yeah. You know, what's interesting as M you know, I think like, like many people, you know, when you grow up, you always, you know, maybe we'll feel that they're destined for something greater. Alright. And I'm growing up as a kid. I've always felt all his death that's him for something greater. However, I never knew what that was. And I remember, you know, when I graduated from college, I didn't know what I was gonna do. You know, my parents, they really wanted me to be a doctor, a lawyer, an accountant, some all his lines.

1 (5m 45s):
And I didn't do any of those things. And you know, why decided to go into the sales? And it wasn't a decided to go into the sales. Right. It was more so because of what was basically, you know, pitch to me, if you will, it was a working for

2 (5m 58s):
A start to envision to build something from scratch. And that mission to me was very, very powerful. And it was funny cause actually that was really fortunate. I to five job offers on a table and I turned on all of them, which were paid a significantly a lot more like this ones like a 29,000 or based salary, everything is like a 45 to 60 K base salary. So not to the lowest one, right. That commissions tied to it based off a potential mission to build a business from scratch to a pioneer And. And to me, like, what's interesting about what made that decision.

2 (6m 30s):
I'm a, my parents, we're very much against it there. Like, Oh, what are you doing? Like, you know, the comedies start to get a kind of a weird on us. You should be, should take this job on the bank and should, I can think of the analyst's job. That's more stable and you can go into a sales and I'm like, well, no, I'm building a business. I wasn't willing to admit it was sales. I really wasn't. And when I started, it was hard, right? Like I wore suit or an itchy suit, our about a starch, a white shirt. It was a hard job. And it was, and I struggled. I was the worst rep.

2 (7m 2s):
Eventually I eventually figured out how to sell effectively and then was fortunate, have some pretty cool success. And then, you know, I got promoted multiple times for the next several years and I built multiple seven figure operations. And even that point, I will still not willing to emit, but I was in sales. Right. And it was only when I made a jump into Lidl, what do you call yourself instead of sales? Because we have all of these creative titles. Right. I'm an account specialist.

2 (7m 32s):
Right, right, right, right. I'm like, Oh man. And it was funny because even when I made a jump to another company, right. And I'll scan to make the jump, I was having lot of success and I've made that jump and to outside sales roll and my title is like so many different, a swell at the time. Right. And I wind up and then I jumped and I was able to repeat my success pretty quickly. And I was like, that's when I'm like, Oh man, I really, I kind of liked the sales guy actually. And this is like years after I graduated at this point. I'm like, I can't, I'm actually kind of decent on the right.

2 (8m 3s):
And then of course I was into the leadership role is developing leaders at a turnaround at the worst team in the company. And to start turning out high performing sales professionals. And that I'm like, huh, my stuff really works anywhere. And everywhere. That was like an aha, like, wow. Like, because that changed combo. So a little bit hesitant on like, but now I'm like Wow. And then I eat at this point, you know, I have been in corporate American for almost 10 years. And a lot of people, my friends, family reached out to you for a, you know, sales advice and I guide and coach them on.

2 (8m 35s):
I really enjoyed that. I really enjoyed the teaching aspect of their art, but more importantly, when they're able to apply and get results that I love that And at that point, you still didn't know. You know, I still in corporate America is looking at, you know, look like what I'm doing. And then I got promoted to a role where a, I wasn't on a regional director role at a large, large, at 85 reps at a time over multiple States. And, and I was able to replicate everything again. And I started seeing how good to start scaling. I'm like, I'm able to scale what I've been doing.

2 (9m 7s):
Right? Like, like the, the insecure guy who didn't want to call him to get a sales person has only figured out how to sell factor. They have to teach people at scale. And that was an aha in my head. And then I'm like, okay, what else could I do with, and how could I scale this life skills further? Right. So then, you know, at that point, you know, I had started to learn about internet marketing and PR and people at that point for a couple of years, or just saying, Hey, listen, like you were to promote it 10 times, 10 years you'll achieve Al's results. You're training all you want to always word, you were turning around these decimated teams' you should read a book.

2 (9m 40s):
So like, Oh, OK. So a couple of my books, and then I started to sell them online. And that was like an aha, because it's very weird to wake up and have like a $9 payment from some random person on your phone. And that was like, huh, there is something here. But I knew that, you know, when you're a high performer, it's really hard to leave a very high paying job for $9. Any book you really, he is. So that's actually what I decided, how can I scale it is the next level. And I learned how to build an online digital program and basically build a comprehensive digital program that he is a to Z, had a prospect and close aide is a whole lot of process.

2 (10m 18s):
And took me two is about that kind of a trial. I was travelling quite a bit. I mean, my team, I grew up to 110 employees and I mean, I was in hotel room a hundred units a year. So I build this all my free time. Alright. And, and I do the soft launch last year and 2019 and sell some copies, write, and then start sell more copies. And that as a more expensive item and people start getting results. People that didn't know, I'm like, Holy crap, like this is like, this is amazing. So I basically just like, you know, want to like to take it to next level.

2 (10m 51s):
For me, it truly impact more people out at scale. The only like I can do is, is do my own thing. Like I loved what I did had a big team, a great reputation was my last company for almost nine years. And like, you know, if I really want too, this is like, this is my calling to build a legacy. And to really, it was the next level. I need to release myself from any type of bond that holds me back. Right. And I had golden handcuffs. So I had a bunch of stock I was going to best to write.

2 (11m 23s):
I also had, you know, my presence called Tripp, you know, this is the top of a leap, a trip that's happening this summer. Right. So I'll be okay. Now what I'm going to go on a trip, which was an August. And then after my trip, I have an to stock on the best route before of that. But I also knew we in an earnings call, that's gonna happen like, you know, third week of September. So I'm going to wait till that earnings call. So I knew the stock stock would go up outta cash on my stock, out of room for the next day or so. I plan that out. So from there, I've mapped out really in my whole business on the house and I'll base have launched my business if, get a big impact on the world, help help sales people across the world.

2 (11m 57s):
And I quit my job September 19th, 2019 has started my own business and its been an amazing journey. And it is obviously there's challenges look at anything else, but, but that's how I came to Bebo Ryan today. It wasn't like, I'll walk up, like I'm going to do this business 10 years ago. It took time. It was a journey to get to that point. So to have a long answer to, I love it while there's, there's a lot of things to mind from that, man. I always, I always look at the golden handcuffs and, and regardless of what color they are, they're still hand Tufts.

2 (12m 29s):
Right. And being bold enough and brave enough to step beyond that. There's usually some pain associated with that. Right. And some fear and boy, the Like same, same thing from me a couple of years ago. And it felt like I was walking out on a high wire with no net And I naked and they were firing bullets at me. And I don't know, like it was like, you know, and the, in the high wire was on fire. How did you, you know, how did you, how did you choose legacy?

2 (13m 2s):
Like what, what helped you to be able to do that? Yeah. What's interesting is M you know, the walls things where I think is there a certain times in, in your life, when you look back, you're like, that was the moment, this thing, ah, this person, this event, this thing I'll read this This aha. Right in. And for me, you know, like it's, it's one of the things we're, you know, in life, we all know many of us have means goals verses ends goals.

2 (13m 35s):
Right? A lot of times those means goes to like, Hey, I wanna hit a certain income each year. I'll want you to get married on a, buying a house. So I want to do this. I want to get this promotion. Right. Those are means goals. Right. And when you think about this, when you uncover your end goals, like where do you eventually want to kill? What do you eventually want to achieve? Right. You started thinking a different way. Right? And for the longest time I was chasing means goals. And I didn't realize all is chasing means goals. I'm going to get this promotion. I'm going to give this title.

2 (14m 6s):
I'm going to get the stock. I'm going to give this award. I want, I want this. I wanna own that. And that was really cool for sure. But when you, as you a and you start to experience more to learn more, you start realizing I was chasing the wrong things. Right. I was chasing means goals. And for me, I'm like I had to get clipped on my end is goals. Right. And it was getting clear. My end goal is a number one. You know, what do I want to be known for? And I read a book in this book. I remember it was when it really hit me. This must have been six, 216 and 17.

2 (14m 38s):
Whenever I read the book, it was Brendon Burchard's high performance habits. Yeah. Maybe great. But nominal book. Right. And he talks about, for him, he realized live, love matter. That was his theory. And to me it's then I'm like, huh? Like, you know, I have been very fortunate that I have not been an in a near death experience. That's how you uncovered his, but I really dig deep into my heart, into my soul and really say, Hey, listen to what if, how was to pass tomorrow? Like what three words will, I want people to say about me?

2 (15m 8s):
Yeah. What were they look like? But I don't want them to say, Oh, you want this award? Or, you know, you do this. I'm like, I wanted you to look like, how do they really impact them? Right. And that's when I realized, Oh, I'm like, OK. If I had three words, it would be legacy influence and love. And, and what I realized that that was a shift. It was like, it was, it was almost as if like, you know, like before I LASIK surgery from my eyes, I thought everything's okay.

2 (15m 38s):
And that got a laser. I'm like, Oh crap. I can see everything. I can see the detail on the back of that beetle. You know? Like, Like you suddenly, I can see at another job, you have more clarity than ever. And I thought I had clarity, but it wasn't clear enough if this wasn't a massive clarity, those things that change. What I had to do that changed how had a plan that changed the strategy and made me thinking of a bigger level. And that's when and what are you do that your life changes when he can get that level?

2 (16m 10s):
It really does his thing. I have a feeling I'm not quite clear yet. That might be more, I just don't know, dude, dude, I love it. Now for those of you listening, we're going to get into the sales stuff. And, and I promise you that because there's no way I'm going to talk to Marcus and not into that. But man, there's a, there's a couple things I just wanna add on top and just, and just slowed down for a second because there's, there's two things that if we're just always after knowing how to get done, I love how you separated it to an end goals and means goals, right?

2 (16m 46s):
Knowing and having clarity, clarity gives confidence. And one thing that you did Marcus, as a, you clarified your mission, right? When you have a mission and usually mission is people oriented. It's not, Sell for you. You have a mission, you know, you're people and you know what you want to deliver them to or deliver them from when you have a mission. The what this is going to sound dumb.

2 (17m 17s):
I don't care how that sounds, dude. And we're, we're now engaging the power of love to get someone moving from one place to another. And that brings a whole different energy to what we're doing. And it removes the grind. And I know there's a little bit of mythology around the grind and I want to get to that in a moment, but something else you said kind of struck me. And the other day I was, I was working with somebody who's the head of up a sales organization is like, well, how much he's going through major? How much should be done here in here? And I'll make, what, what do you think? And he said more and like, tell me more

1 (17m 50s):
Is like, well, more than what's happening now. I'm like more, what would define Moore? Here's the problem? And its just like, like when you have the means goals more, how will you know, when you got to more, what happens at the end of that finish line while there is more, it never goes away. It's a, it's a great, a hamster wheel of life. It's chasing the horizon in the reality is, is that we can, we can step up to An own specifics and we can say what we want without more, as a cop out for basically if you say a number and you don't hit it, then you feel sucky or you can write And and I, I think Maura's just being lazy in.

1 (18m 32s):
So I just wanted to reflect that because I know that someone listening right now is, is I've done that a thousand times dude. And you just mentioned it with the means and ends and kind of, those is not like those goals kind of like where they're it's the trip, it's the, this and its like, Hey, Y I just finished a second grade O so you can get the third grade. Well, why didn't just finish the third grade. There is always that carrot thats out in front of us that we didn't put there in Marcus you, you decided what yours was. And I wanted to, I just wanted to dance with you a little bit there and, and I love it.

1 (19m 9s):
What drew me to you was is your, your view of sales and I'm the whole itchy suit thing. Not just wearing it, but actually feeling like, is this me? Why do I have to act like this weird guy in you misspelled recently at some myths that it takes to, Oh, if I, if I'm in sales, I have to be this. And before we go there, myths are powerful. We think we have to like, it's like these things that we think we have to be in.

1 (19m 42s):
So what happens is most people are going in that direction. Cause that's the only thing only option they've been given. But talk to me, tell me why we don't have to be sleazy to be sales people. Why don't we have to outwork everyone out, grind out, hustle everyone in side. Can you, can you deal with deal with some of those myths or maybe some mothers that you feel like that you seem in the past? Yeah. And then the first one, right. Is just our natural inclination towards salespeople. Right. Which is, Hey, you know why? Like we've all experienced that salesperson who is sleazy.

1 (20m 15s):
Right. And when you think that, if you didn't really think just into the deep heart of it, right? Our number one reason we don't like to work with salespeople and buy things, right. Is because of fear have buyers remorse. We we fear getting trips. We fear so online because we fear that what we get is not what we were sold. Right? Like that's, that's really the heart of, if you knew there was no risk, you wouldn't care. They're like, Oh cool. The problem, whatever is a problem. Yeah. In our mind, this has happened.

1 (20m 47s):
Or have you seen an immediate

2 (20m 48s):
It's been portrayed that way. So if we are on sales, like in fact we'll probably the most critical, Oh, sales people write like you go, you know, I can move in so that I can't with the cold call me in that way. I can't really not much more critical or, you know, so, and in reality it's is when we, when we think we have to be sleazy to sell, you actually don't sell that well, that a lot of times I've find those people who will try to act kind of slimy and overly aggressive.

2 (21m 19s):
They don't sell that well either. Right? The, the, the fast talking, you know, a quick, a used car sales person that you, people will view. It's people don't like that. They really, really don't. You know? But the reality is, as what I find is majority have the time, most salespeople were never given the proper tools, training resources to be successful. So they go out there trying to imitate what they expect. It is all a Wolf of wall street, boiler room, Glen, Gary, Glen Ross, there, like, you know what, I'm going to do that.

2 (21m 57s):
Like, I'm going to ask questions like, Hey, if you were drowning in the ocean, I threw you a life preserver, what did you grab it? Of course I would grab. But that's a stupid question. Why'd you ask me that, right. I'm just annoyed as a prospect. Right? So like This nibbles see that. And then they try to imitate that. And then you add in leaders, sales leaders who were maybe good at sales for whatever reason, became a leader who doesn't know how to replicate success. So they pushed our people to make more calls, make more dials and just be aggressive and push, push, push, push, push.

2 (22m 31s):
So you have underdeveloped leaders, right? Not teaching, not a good process and, and become a bad cycle. Right. And let's leave the bigger things such as people can tons of like, you know, pitches all the time from a cold call page to a DM pitch, to an email pitch. Right. And it's really bad cycle. And then they turned over and they go somewhere else. And it's a nonstop, no training, no development nonstop. And then quote, what keeps getting a list. And then they wonder, Hey, what happened? Why missing quota? Right.

2 (23m 1s):
It all ties together. And at the end of the day, you don't need to be sleazy too, to sell it. The reality is, is when you talk to the top 1% of any sales organization, very rarely are they like this like super slimy person, very Rachel right? Like most the time that are very real. They're a very authentic, they're a very transparent, in fact, like sometimes they are actually more introverted. Like I am actually an ambivert, so I've fallen right in the middle.

2 (23m 35s):
I go, I need my time by myself. I can work a crowd, but I prefer to be in the middle. Right. And that's the opposite. Or at that time, the ops, like that's not quite what you expect a sign of sales force has to be Like right. So that, that, it's a major myths. You very readily, see people are not successful in sales consistently who have fallen into that quote quote, sleazy slimy type of sale persona. Yeah. So, alright, take me, you know, I just find it to be the exact opposite.

2 (24m 10s):
I never, I've never found, let me take it back. I think in my earlier sales career, I would have found people who were pushy, slimy, et cetera, et cetera. And, and I think where there is a disparity of knowledge, perhaps people can maybe, maybe do that, but it's just, it's not something really exists in most industries in anymore. So I guess maybe if I was selling satellite space on a Starling for Elon Musk, maybe because like you also in the world knows about that.

2 (24m 41s):
But again, I'm not saying their jokes, but there might be a little more capacity for that there. But I just, I just find like, they're just really good people. They really want to serve their really on top of their game. And I know that you are, will, will take me here. I work more than everyone else. That's how I, that's how I'm the best sales person. Talk to me about that because that's one thing that stops a lot of us in, in, and I think keeps us in a place of mediocrity is because we're afraid of having to work a hundred hours a week.

2 (25m 12s):
But to talk to me about that, what do you see? And that's the, that's a great one as well, right? It's like, I need to work 80, 9,200 hours a week to, to make the income I want or to achieve those type of goals right now. Can you work that many hours to be successful? Yeah. You could also work at my hours and not be successful right now. So it's yeah. And, and, and here's the thing like thinking about the most successful people, we all know, like most of them do work hard to a certain extent.

2 (25m 43s):
Right. But those, you know, people to work really hard and just don't get any results. Like I know many people who work 80 a hundred dollars a week and they are barely making ends meet, like working hard, does not equate to success. Thank you. What do you work hard? Yeah. Right. But that's all it means right now is how do you work hard? Right. That changes a game. Right. And top sales people, they understand this, right. Like the top sales people. If they know, they know every part of the sales process matters, every single detail.

2 (26m 18s):
They know if they do it the proper way, they get better results that they don't do it. Right. Like for example, they know, okay. You know, if they do a better job on say research before they jump into a sales call, that sales call, we'll move the ball down the field much further and faster than it did do research. Cause now they can show that I can gain trust. They have done their homework, that their professional. So the risk for the buyer is much right. Versus they didn't do any research. Now that sales call might be 10 sales calls for a full of clothes.

2 (26m 49s):
Right? So there's all of these things have a trickle effect, four sales professionals. When you do, when you understand that this health professional, that really it's often times a game of inches is a little tweak there, a little tweak there, a little tweak there that can really change the game and get a better result. So that means you ultimately can then focus on making the shifts that count and that when you know that then you a better result. So it's no different. Then you can either, you know, try and shop at st.

2 (27m 21s):
Down for eight hours with a blood tax. Or if you spend four hours sharpening and cut down and a half an hour, Abraham Lincoln, right. Abraham Lincoln. Right. So in that applies to really, really everything. Right. And it's really, Maybe my other, probably the sales part is the same thing. And I found top sales professionals understand that so well, they know that then they know it's not about one call calls you up. And I'm not saying that, but they know, Hey, every time I interact with a customer, can I help increase, trust, like a building and move the ball. Every single touch, their not just shacking and a check in there is a tenant with every single move.

2 (27m 56s):
And a lot of times, if there is a line you can see, imagine a line there is Selling and living consciously and unconsciously, right? Selling consciously means you are moving the ball intentionally. Every call, every Dal you make is intentional. Write unconsciously his eyes and to make dials, there's a false, I'm going to followup and you see, or you see that right now. I'm sure that the majority of what's out there, no question, it gets, you know, it's perpetuated through like, Hey, listen to like make more, the more than the more, a hand shake, more money, make that more down to make a better ride.

2 (28m 28s):
But here's the thing is I have not found a single sales professional Topsail professional that makes 30,000 hour because they don't write, they don't write, they might make, say a $10 and an hour. And they know if that, if that answers the PO the appointment is booked. If they know that, you know, because they're so targeted with how they do their approach, you know, they're working with a sniper rifle versus a shotgun. Okay. You know, I want, I want to see if you would be willing to, we're gonna, we're gonna work backwards through maybe not every stage of the sales cycle, but I'd like to start with you on the, you know, an first, because if I know where we're going on at the end of you at the beginning, and so I'm going to, I'm going to see if you can maybe hone in on a best practice and Egypt area's.

2 (29m 22s):
And so now all Like, we've got me on the cell. Anywhere people who we're, you know, are not limited to add to a zip code. Their, their, their, their listening to Mark is Chan they see the sea, what you put out there and it's like, they just need one thing from you. That's going to put them over in each of these areas. Yup. Yup. So I'm asking for call calm connections, but you know, referrals asking for connections from people who are current clients. Yup. Yeah. Beautiful. Right. So first off, you know, my work in sales people, the number one reason you don't get referrals, it is, they simply don't ask.

2 (30m 0s):
That's the number one reason, right? Umm, I like to do with very simple three step method. OK. So I first ask I'll I'll tell, I'll just say the method and I'll go through exactly what I say. So I did an open ended question that hopefully will lead to a referral if it doesn't that's okay. Now give them a little bit specific direction. Right. And then an offer incentive in the incentive really varies depending on industry, if you're able to do with it or not. Right. So from a referral perspective, right? So in, I believe my opinion, you should ask for referrals, whether or not they do business with you or not because chances are, if at this point you're still talking with them.

2 (30m 41s):
They like you enough. And a lot of times, if you're done a good job to bring some value to them, even if they don't necessarily yes, to you, they're more willing to give you something. Right. So I say, you know what, Hey, a Donnie thank you so much for a time a day and really, really appreciate. Or if they're a current customer and thank you so much for your business really, really appreciate looking forward, taking care of you for X, Y, and Z. You know, one of my favorite things to do is meet with executives like yourself. Who've been massively successful in whatever industry you're in, who do you know? Who's like you, that made like a similar program that, you know, we are doing business with you today on pause and wait a couple things to point out there.

2 (31m 19s):
Notice Sarah is a little bit of an ego stroking in the air, right. Intentionally open them up. Right. And then an open ended question, not do you know anyone who do you know, Yeah who do you know? And then I wait and smile and I just weight, but the sound's due to work. They might say, ah, ah, you know, ah, I think anybody I'll let you know. Okay, awesome. Now to give him a little bit direction in this part too, and to get really specific, right? And this is the word. If you have a little bit of variability, depending on what you offer, as to say, if I sold us call accounting software to, you know, to, I don't know, small businesses, well, if, if, if depending on the business, I'm not going to say, okay, cool, Hey, I totally get that.

2 (32m 4s):
If it's a geographic area, right. I might say, Hey, listen, I totally get that. Do you happen to know whose over at XYZ bicycle shop? So I'm really specific there, right? And you can get, you can say, Oh, I know who do you know in your chamber of commerce, if you found that they worked at chamber of commerce, who are some of your top benders, you work with you're favorite vendors. So you can get really, really granular. And you asked me just a three to, for really targeted questions and a specific it's kinda like if someone says, Hey look like, you know, if someone said, Hey, Donnie a, which what, what do you want me to a friend's you know, like movies, you like all them, but we see, Hey, listen to what you want.

2 (32m 51s):
Your friend's love scary movies. Now your narrowing, the niche down on their mind. Right. That makes, that makes it very powerful. Buy a bike I have in that way. Right. And of course, if you are face to face, you're not doing a zoom call. You an absolutely love is by to see yourself on the desk. I'll just say, Hey listen, Lilly who is in a cell phone right there. Just smile, wait. Right. So that's a very, very powerful. And you usually, so you can you ask one question a time when he weighed one at a time and you wait, they might say none. That's okay. And then the very end, I'd like to give a, a incentive, if you can do an incentive, right?

2 (33m 24s):
So let's say maybe, and if you are, depending on a business model, if you can give a trial into something else, like the future upsell, it's a really smart, but you can't no problem. Maybe it's just free, whatever. Right? So used to have us to not tell you what, listen, I normally get 10 referrals. If you give me five today, I'll give you X. What do you get? And any, wait, so not even in the Senate, but you do, you do that last though. Right? I don't like to give away stuff until I go through the staffs.

2 (33m 56s):
So I get as much out a possible cause you usually, if I can only this one, I say, Hey, listen, you give me one so far. Most people gave me a 10. So you for more and I'll give you X. So its a very, very powerful as well. So, and you do it every single time. Every single sales call, whether you call us or not, you'll get more referrals automatically. It's just simply happened because you're trying to do it, whether you on them. So that's, that was a very simple way to get I get referrals. Love it. Great. A great advice there. I'm going to, I'm going to back up.

2 (34m 27s):
I believe there is. I believe post-sale, I believe there's this stage of consistency where you show up instead of leave, but I'm going to, well, I, I would ask you that like, so a in the next phase we'll get too is going to be closing, but in between this and that might come the place where you're showing up as someone who is consistent and not fly by night, is that something? And obviously it depends on what you're selling and industry, but if you can show up as someone who cares and is consistent, what does that do for those type of relationships and even the ass.

2 (34m 57s):
Yeah. And then this is before a clue before a close right now I'm going to revert. So this is what they've been closed in. Now you're saying as a, as a consistent person or as, or someone that is, you know, that, that wasn't what they were afraid. They were afraid someone would, would screw them over or the Salomon leave them. But here you are, you continued with whatever process afterwards and maintain a relationship. Does that on number 700%. Beautiful. So, and are you assuming they're managing the account to, or is it a purely, just for maintaining relationship while a lot of us so let's so let's imagine that we're not the account manager because a lot of companies have that and a lot of us sales people will disengage there, but we're missing gold.

2 (35m 41s):
So now how do I, how do I still maintain something where I get to have a consistent relationship where I can ask for those referrals are ask for connections Yeah then this is a, this is a huge opportunity right there, right? Especially if you are a, in a new business, high position, right. Where it's like, Okay you don't want to be like, you know, close. And then in our mouth right now at the end of the day, depending on what you offer Sell there's probably is still going to be a lag period between when they actually receive whatever you're offering, whether it's product, a service and installation of whatever its going to be right now.

2 (36m 13s):
I mean, I've always had the same. The sales truly begins after you closed it. Like like, you can tell him, tell him how awesome you are and all these great things. But if afterwards, you're not able to still liver, man, that hurts, that hurts. You're a company reputation that hurts you hurt to everything else. So areas sales person really needs it, own it until a true handoff Wow I believe it should be like a relay like you Lily eventually you'll have like, just like handing a Baton to the account managers. That's a case like you no.

2 (36m 43s):
So then this way the customer feels really good. And this is how you build a longterm rating fan and not some what you just take the money for it. So for example, so that you just close if you closed it, right, lets just say if its a four week time for people to get the service, whatever its going to be, right. Each company has his own thing. Their needs have a cadence of expectation as well that you want. So want to outline for that customer. Right? So at the first step, number one, be crystal clear with them. Don't just like, okay, see ya, see you later. It should be, Hey listen.

2 (37m 14s):
Just so you know, Donnie that's what's going to happen. So you got the paperwork done today. I'll process everything we are expecting, it will install or this will begin in for weeks in between. Here's what's going to happen like in your outline with them write. Cause if you have implimentation you know, the people that are involved, write a service operations, outlined four in like a birds eye view is what's going to happen to you. So what's going to happen is Lisa, I'm going to call you from the office to coordinate exactly which you know, the details that we need for X.

2 (37m 46s):
Right? And then I'm going to show up with so and so a week from now and we'll call you to make sure you're there. We'll just going to do a walkthrough, make sure everything's totally good. Them, the software hook-up whatever, you know? And then from then the following week, I'm going to introduce this, you know? So and so to help you with the actual, the day what was happening and then the third week, I'm gonna introduce you to the account manager as well. Who's gonna be managing your accounts. So you were crystal play with them on his back was going to happen. And I always prefer to tell you them and that also making sure there's the email to show them as well, because sometimes they need, if you think about this, if you call it, What, it's multiple calls for one call you through a lot of at them and they're going like, okay, cool.

2 (38m 27s):
I got it. And then they leave and they forget, yeah, you don't want that to happen. So you want to make sure you and say this was going to happen and then have documentation as well. And of course, depending on the organization, there's a good email sequences while that can be also in the live for a new customers to onboard them. That's really, really important to because then it helps them as a while. Just some people just learn better too with visuals. So there are multiple touch points there, but this all allows for the best possible customer and they feel supported.

2 (38m 59s):
It only reaffirms them that you are the right decision. And that's so important. And I applied from my own business, right? In every business I've been in part of that onboarding, that's so critical. Right? And it builds a real good brand. So before its like they are resold again through the onboarding process before they even get into whatever program you're offering. That's so vital. So vital. You guys, the easiest client to get is the one you've already got. So you did all the hard work.

2 (39m 29s):
And, and by the way, I had one guy one time, this is, this is, I'm sure you do this. I had him built and they have, they have no handoff. It was just, and I'm like, and he had no referrals. I said, well, here's what we're going to do. We're going to create a training. And then we also, we're also going to let them know, Hey An after the training, we're going to do a quick 10 minute brainstorm, brainstorm session where you, you know, where you think of people who I need to be connected with, who can use my mind. He was, he sold lead's and it's just Like it just makes it easy. Tell him what to expect. I love that you went there because that's all we're doing in the whole process where here's here's what happens next year, the expert telling what happens next.

2 (40m 4s):
Alright so to get their, to close them, which I know that we, you and I don't necessarily like, that's not a definition we necessarily, but what is use the word closing just because it's what everyone give me it. Me your best man. You can't, you could only like, again, this is generically applied because every situation is different. But give me something with closing. Talk to me about that. Yeah. So I'm closing to me should be very simple. Like it should be in fact, the simplest part of the process. Yeah. If you did everything right on the front end and you truly uncover their needs, their wants their desires and what's most important to them and you already shown them how your solution can align to whatever they want.

2 (40m 46s):
The clothes should be very simple, right? And I I believe many people over-complicate the clothes come on. You know? And it shouldn't be literally as simple as that, you can do what I call summery clothes. Very simple. You know, Donnie you told me a, B and C is a really important to you. I showed you how our solution provides you X, Y, and Z benefit. And you also agreed total full his program was going to be X dollars. Should we get you set up? That's it. Come on.

3 (41m 15s):
Talk to me about the mindset because we blow it in the mindset or we get nervous so that we feel weird or we We

2 (41m 21s):
We so talk, talk me two, the brain about a, you know, in that space Yeah we over complicate it. Right. And we've and we oftentimes we fear potentially the dollar amount, especially in the business to sale. Like if people are like, Oh, well I wouldn't spend that much money myself. Right? Well of course you wouldn't spend like 30 grand a month on the software. Like Like you are a consumer, but you know, if we're a business, you know, they are generating, you know, like, like 5 million a month.

2 (41m 52s):
That's nothing to them. Like and a lot of time we give that, that misconception right now I'll give another an example. Right? So like, I think in like restaurants, you know, restaurants, some people like, you know, the, the day before a I'll give example. So before in my private is what we saw on a weekly basis, the service model. And if someone has spent, it would spend 200 bucks a week with, you know, our business, mom, people go, Oh, I want to send like a lot of money. Cause I don't know if I'll spend 200 bucks on this service. I'm like, Oh, you look at say, they're, they're a wine bill. Or the alcohol bill.

2 (42m 23s):
They'll spend five grand a week on that. So how's this any different, right? So they're like, ah, it's a good point. So it's, it's a, it's a mindset piece that we have to forget about. Right. And it's, it's always important to understand. Don't don't decide for the customer, what they like, what they want. Right. Don't decide for them. But then you don't manage the budget. Right? So what are you, when you go, go in like close, you had the number one, believe in yourself, believe in your product, believe in your company, to be able to deliver whatever you are offering.

2 (42m 56s):
So if you don't have the belief, it's incredibly hard to sell anything. So you have the have literally the minus is simply this it's a little device. Its kind of the mindsets that you have the cure for COVID I'm on. They have COVID you will be shocked if they did not by your career basketball. That's a, that's a mind to get happy when you have a modular like, Oh a course, like you're you're, you know, you're, you're sick. I have the only curator of course are going to take it.

2 (43m 28s):
Of course it's is it should be a no brainer in your mind. And if you don't have a mindset, when he go for the close and then it comes off, that sounds like, would you like to buy my stuff? And then they just, and then they, if they don't respond, then you try and talk through the sale. You're not letting in the silence helped you with the close, you know? So if you don't want him to come and cook, keep it really simple. Allow them to respond after you ask the closing question and then you handle objections. But even the objection handling, you want to spend 90% of it asking questions and really uncovering what the real objection is.

2 (44m 6s):
Without responding. Then the response is not a matter as much as you understanding the real objection. Yes. And I would, I would say this hard and fast rule. Like you give pricing, you must ask the question, just like, you know, if you're going to give me a phrase to you, better asking me if I want, if that something that I'm willing to step over the line for her or you didn't serve me. That's right. That's right, exactly right. I could. Here's the thing that I'm realizing, this is probably gonna be a two part is that you got to so much got to stop on all of these things, man. And I'm going to, I'm going to rewind two. Its interesting, because I felt like, and I say rewind, we're gonna go to the, you know, like one of the top section's, you know, in the beginning sections have this and you know, I have so many have so many other things I'd love to, I'd love to just put your brain open on.

2 (44m 53s):
So what we're going to do is I'm just, we're gonna point people fall off, listen, follow Marcus Chan to your son. That does. And he is, he puts out good stuff all the time. Let's go back. So let's just say, we're going to go back before the presentation. How would he is? And, and even before maybe we get an at that stage where they don't know you, right. Whether you are either identifying them or you're trying to get them curious or you know, you feel safe enough to come to the table with you.

2 (45m 23s):
So we'll like, we'll go to the prospecting part of it. And I know that's a place where you like thrive. Talk to us about that area. Just, just one strong nugget. Cause I know you got like a thousand. So if you were being in a low, your best Bulut what would it be? Yeah. So I'll just say that that's here's a, here's a really applicable one. Right? Let's talk about a prospect. You just, how about LinkedIn DMS? Oh yeah. Good. I'm glad you get the outreach. Try your like, you know, you can't get there phone number or somehow you don't have their email and like how can I get ahold of him on LinkedIn?

2 (45m 54s):
How can I get in their door? Okay. First too, that you don't do not connect with the, and then send him a pitch pitch to him. Do not do that to stop doing that because that's not connecting then. Oh, a pitch and pitch them. Yeah do not care. I can pitch like you, you put like a thing in your copy. No. Hey Donnie I worked with a million businesses. I have, well, this isn't, this here's my Calendly link. People hate that just to stop doing that. Okay. So I think the first piece is a guy from a prostitute perspective and understand exactly who we talked to market is and how most people are trying to approach them.

2 (46m 33s):
And what would turn them off where I just said is a majority of people. That's pretty simple. So don't do that first off. Okay. That's a really easy tip right there. Second thinking about how can you break through the noise? Right. And right now we're talking on a more social side and profiting. So there is, there's a difference and how your approach was going to have to be. So they accept your request. Okay. What do you send them? The very first DM do a video, right? Do a video DM because number one, they're not expecting it.

2 (47m 7s):
Number two, most people are unwilling to do it, right? Number three, they can see you are a real legit person. You did not copy and paste a template. And so there, and number of four, then you can kind of think of me, just see you. You can be a yourself and they are, can be more apt to be an open, right? Because when you send that DM, your goal is not to book the appointment yet, but is to get them two like you and trust you. That's really the key because this not a cold call write like you, you need them respond back to you.

2 (47m 40s):
And if you just had a pitch that are not going to smile, but if you send them a video DMB, introducing yourself, write and his personal made sure you obviously have a good lighting and have a good background so that you're not like, you know, Like, I don't know. Like looking like a hobo are something like, look the part, right? So you can do a quick video, GM introduce herself and then do something. And most people are not going to do. Right? Like for me, my go to is I want to give something of high value. That's irresistible.

2 (48m 10s):
That's completely free. And the reason I do that is when someone gives you something that you don't know, that's high of value. You feel like you must reciprocate and you don't know how to respond. Yes. Yeah. Now it's like, when someone says, I love you, Yeah be like, Hey love you too. Right. So, so that's what, it's a very, very valuable, right? So, and then from there, when you do that, they're like, Oh wow.

2 (48m 42s):
And that's it. It's a very low commitment. Asked to give them something like that to check this out. That's at high value. Right? And could, you're not asking me more time to implement. Cause now when they receive, they're like, huh, they are gonna check it out. C it's a personal video. Cause you want us to make sure you stay their name. Right. You are giving them stuff, but you're not asking for something. And that's all you're asking for. Then you just like, Hey chickens, how is it is completely fixed to, to help you. And now they're like, wow, that was pulley different. I did not expect that at all.

2 (49m 13s):
You've now cut through all the noise of everybody else and their chance to respond to you. You are significantly higher as a result. Now you can start having a conversation. A dialogue could potentially open up too on the phone or Xoom and actually a book, a real Tom, come on, man. People doing the wrong things in the wrong state is really what messes up to sales processes and which you have just laid out some goals and list. And Hey, if your selling from anywhere and you better be using What, Mark is just now I told you on LinkedIn and using a video.

2 (49m 44s):
And there's so many things that are at your disposal. Now the main thing is create a predictable process for yourself and a and track towards is, listen, we're at a time today, Marcus, but I want you to do this man. And I want you to tell us where we can find you, where we can connect with you. And I'm thinking I'm feeling in a, another, another followup to this. So I, we, we love it and we're appreciative, man. Can we find you awesome man? Well, first of all, thanks so much for having me on absolute boss. Talk a lot, a lot of cool things today. So you can find me on LinkedIn, super easy.

2 (50m 15s):
Just look at Marcus Shan and look for the only guy. And his speed is not a tagline. They still speak to the one point, right? So it's a real easy to find as a right now. I'm the only guy that was feeling in the tagline. And of course can also head over to

1 (50m 28s):
An Marcus chan.io forward slash resources. And it's actually free resources. And there's This, Marcus chan.io with lots of resources. There's a free trainings or access to my blog, want to have free content and that are designed how people sell more and learn more. Marcus thank you brother. They try me on, appreciate it.

4 (50m 47s):
Sure.

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Donnie Tuttle (1s): This is Donnie Tuttle, the sell anywhere trainer, coach, and practitioner. Welcome to the only podcast designed for the remote sales professional and the remote leader, helping you live with more joy, more freedom and more productivity. We believe that your talent is not limited to your zip code and that you can build the life that you want while selling from anywhere. Donnie Tuttle (31s): What is a sell anywhere? Listeners. I have someone you're going to want to look up. Maybe you're like me. Maybe you haven't heard of her, but after this I'm promising you. She is going to leave a Mark. Her name is Rachel Richards. And if you're on social media, just go connect with me and then, and see, look at my secondary connections. Rachel Richards is her name. Rachel, I'm going to let you tell us about you, but welcome to the show. Donnie Tuttle (1m 1s): Welcome to the Sony where podcast. Rachel Richards (1m 3s): Thank you, Donnie. Yeah, so a little bit about me. I am a lot of things. I'm a former financial advisor. I'm a real estate investor. My husband and I own over 35 rental units in Kentucky. I'm an entrepreneur, I'm the bestselling author of two books on financial literacy. And what people find most interesting about me is that last year at age 27, I quit my job and retired. And I'm now living off over $10,000 per month in passive income. Donnie Tuttle (1m 32s): Wow. Okay. Like sign me up. I'm sure that everyone is saying that on, you know, who was listening and listen, it's different to have something where you have a great job and you get paid a lot. You still have to show up for that one. So, but this, this whole passive game you've created something different. And you said, did you say $10,000 so that you don't have to, you don't have to lift a finger for, is that what Rachel Richards (2m 2s): Yeah, exactly. And I will say, you know, there's a lot of myths around passive income, but to me, the way I define passive income is that it is money that is earned with little to no ongoing effort. So is anything truly passive? Maybe the one thing that's truly 100% hands-off is portfolio income. But the problem with portfolio income is you normally have to have, you know, two, $3 million to generate any type of meaningful income. And, you know, I certainly don't have that. So I had to start somewhere else. Other types of passive income streams are rental income, royalty income from books. Rachel Richards (2m 36s): There's tons in my book, I outlined 28 different types. So there's definitely something out there for everybody. And most of these are income streams where you're going to be putting in a couple hours a week, a few hours a month just to maintain them. But if you ask me, that's a lot better than your typical nine to five job. And that's the thing I love about it the most on it, you touched on it. I can now work when, where, and if I want, I'm not tied down to a physical location, I'm not tied down to certain hours. So it's given me the ultimate freedom that I've always wanted. Rachel Richards (3m 8s): So I'm very, I'm in a great spot and very grateful. I put in a lot of hard work, but it's, it's fun to be here. Donnie Tuttle (3m 13s): Love that. Here's the thing. I think anyone listening to this that's there's that, that when, where enough like that to me, that's freedom, right? When you can choose what you do, how you do it, when you do it, where you do it, we're talking about what? Oh gosh, Tim Ferriss, right? Four hour workweek. He calls us the Nuevo rich, the new rich. Yeah. It's it's having choice. Alright. I don't know where you just born into millions of dollars. Rachel Richards (3m 44s): No, but I get asked that a lot. Yeah. I was like, did you inherit money? Bring me to the decision Donnie Tuttle (3m 50s): Where like, like you were a financial advisor in bring me to the decision where you said, I think this is what I want to do. And talk to us a little bit about maybe the big, hairy monster that was looking at you in the eye that you, that you steamrolled. I wanna, I want to hear that story. Rachel Richards (4m 7s): Yeah. I think my passion actually started from a pretty young age in middle school and high school. You know, my parents were on a budget. I grew up in this really wealthy County. And I remember when all my friends turned 16, like people in my high school were getting brand new BMWs and brand new cars. And I certainly was not. And it's hard that age to feel like you don't fit in. So I just remember feeling like I was different than those people. And then I didn't have the same luxury and, and just wanting to fit in. Rachel Richards (4m 37s): And then when you look at, you know, the average American and the average struggles of the average household, people struggle with money. I didn't want to end up like everyone else. I didn't want to have to struggle with money my whole life or operate on a strict budget. I didn't want to have to borrow money from family and friends to make it to my next paycheck. Those were all things that I had witnessed growing up. I wanted to be different. And I realized at that young age, what I did then would either set me up for wealth or for poverty. So it kind of lit a fire under me. When I started learning about money management, I started reading books. Rachel Richards (5m 9s): I became really passionate about it. I sold Cutco cutlery. I don't know if you've heard of it. Cutco knives. Yeah, she has done really. And I sold Cutco throughout college to pay for college. I went to a $40,000 a year, private liberal arts school. And I paid for my way through school, all on my own and graduated without debt, which to this day is one of my proudest accomplishments. So I was taking money very seriously. There's a little bit of a sales journey. Listen. Yes. Donnie Tuttle (5m 39s): If you sold Cutco knives and, and paid for college with that, like, like obviously this, that was probably as much of a college education is what you actually received at the liberal arts college. Rachel Richards (5m 53s): Oh my gosh. You're not wrong. Oh my gosh. Absolutely. I learned more business skills in that knife job than I did at college. So probably Donnie Tuttle (6m 1s): Personal self psychology as well. Rachel Richards (6m 4s): Yes, Donnie Tuttle (6m 5s): I'm sure. So now you're in college where you, when, when, when, when were you a financial advisor and where were you at in kind of, how did, how did that journey go? Rachel Richards (6m 15s): So I figured at graduating college, I was like, well, what should I do? And I have financial advisor to me, sounded like the perfect job because I could help people with this thing I was passionate about and I had the sales experience. So I was like, let's start there. I started. And it turns out I can be very good at sales, but I don't always love it. I'm actually an introvert. And sometimes sales is something that's is very, very draining to me. So it was difficult. I realized, you know, when you're a financial advisor you're spending the first five years, literally cold call calling people, that's all you're doing. Rachel Richards (6m 45s): And I just, at that point, I was like, I just don't think I can commit to this. Like this, this is really, really hard for me. So I did that for about a year, about a year. And then I got out of it. My passion, go ahead Donnie Tuttle (6m 57s): For just a minute, because again, Cutco, and you're now you're a financial advisor. You did that for what, how does an introvert survive in that world? What did you do to Excel while you were there? And this is, I'm just sewing a couple of bones to my introverts out there. You know who you are. Rachel Richards (7m 12s): Yeah. I certainly am one. I, you know, I think fear is such a powerful motivator. And when I was a high school senior about to graduate high school, with what I had learned about money and the struggles I had seen people around me have with money. I had this enormous fear. I had this fear of not having enough money and of having to be financially dependent on somebody else and of not being able to financially help one of my loved ones if they needed me to. So I had this fear going on. Rachel Richards (7m 43s): I didn't want to graduate student loan debts to me. I was like, I remember feeling suffocated by that idea. So, you know, I've been working at American Eagle was like, that's not going to cut it. If I'm trying to pay my way through school. When I found the Cutco job, it was the first time I'd been exposed to something where the harder you worked, the more money you could make. And I was like, well, I may be an introvert, but I can outwork anybody. I can have a solid work ethic. And to me it just became this total focus on my goal and having this why this motivation and I was not going to let anything stop me. Rachel Richards (8m 17s): So I had to just forget about, you know, discomfort and social anxiety and fear of rejection, because my motivation was stronger than all those things. And I think that's really the key finding something that's going to motivate you. And you're going to be willing to make yourself uncomfortable to achieve those things Donnie Tuttle (8m 34s): Strong motivator a lot. Alright. So now bring us to, like, I want to hear, I want to hear the decision and how the early part of this played out because I'm like, I don't know it wasn't, was it cold Turkey or did, did Rachel do the things little by little? I've heard some of your story, so I know it, but Rachel Richards (8m 51s): In terms of writing the book, Donnie Tuttle (8m 53s): No, I mean, in terms of you the 35 properties. Rachel Richards (8m 58s): Yeah. Well, so real estate investing is something I'd always wanted to do. Cause throughout everything I had learned to me, it was one of those. It was one of the best ways to build longterm wealth. So I was always very interested in it after I was a financial advisor. I took some real estate related jobs because I was pretty passionate about that at the time. And I wanted to learn. So that's what I did for a little while. I ended up getting my real estate license that way. And then later I became a corporate finance analyst, which is where I spent three years. Rachel Richards (9m 28s): That was the last thing that I did before I quit. So at some point during that, you know, I felt like I had the knowledge. I finally had the money saved and I decided in 20, 2016, my husband and I started looking for rental properties. And then in 2017 is kind of where things really took off for us Donnie Tuttle (9m 44s): Recent. This isn't like you did this 20 years ago, and now you're telling us how to do it. This is like, Oh, this is applicable today. Yeah. Rachel Richards (9m 51s): Yes. This is something I never thought we could create passive and so much passive income. So fast, my goals that are early, certainly weren't projecting it to be, you know, something I could do in two or three years, but now that I've done it, I see how attainable it is for everybody else. So that's why I love it so much. You know, in 2017 that beginning of 2017, we had $0 million in passive income. We were both working full time. We were tied down to a physical job, a physical location, you know, working nine to five every week. Rachel Richards (10m 21s): So 2017, we bought our first duplex. And then later that year I self published my first book money honey. So that's where things sort of began for us. Donnie Tuttle (10m 31s): Love it. And I know, I know I w well, typically when we, we, we decide to step over the line. There are a lot of things that are screaming at us. You don't know enough, you don't have enough. I don't know. Like what, what were the big things that were kind of yelling at you to kind of keep you in your box? Do you remember any of those? Rachel Richards (10m 54s): Oh, absolutely. I think one big thing when I was writing money, honey, and I'll start with the reason I wrote the book, because at that point I was this GoTo person, all my family and friends came to me for financial advice because of my background and because of my passion. And I began wondering why they weren't reading or self-educating or learning on their own. And then I realized, Oh yeah, money management is really boring. Right? The topic of personal finance is intimidating and dull and complex, and it's hard for people to learn about. So then I thought, well, what if I can take this topic and make it sassy and fun and simple. Rachel Richards (11m 29s): And that's where the idea of writing money honey came from. So I started writing it. I sat down, I was really excited at first of course, you know, the words flowed out of me. And then about four months in, I quit, I quit writing the book. I had no intention of ever proceeding with it. And that's because by that point, the things that I was telling myself were things like, wow, your writing is a piece of crap. You know, who are you to write about this? Who do you think you are? Rachel? I thought it was going to be a total embarrassment if I went through with it. Rachel Richards (12m 1s): So I quit. I was, it was that self doubt. It would just totally consumed me. And it wasn't until I sat down and had lunch with a good friend who was also a coworker. And I told her about this book, I had started writing and she stopped me and she said, Rachel, what are you thinking? You have to pick this up. You have to finish this. You know, you're, you're really onto something here. So she gave me the encouragement I needed, but really the only reason I went through with publishing it is because at that point I just told myself, okay, if I can just help one person, that's all I want to do. Rachel Richards (12m 33s): And, and that was literally a hundred percent true. I didn't do it for money. I didn't do it to change thousands of lives. I just felt compelled to do it. And I was just like, if I can just help one person. That's great. So Donnie Tuttle (12m 45s): Lesson, and I'm just, I'm just going to address this any time any of you like myself, all of us included. We're none of us are immune to this. When we see something in front of us, we're going to be confronted with a fear, right. That you're not enough. You, you, you, you like whatever, there's so many other voices that are all doing it. Why would you do it? And I, and I love that. It wasn't about you. Like, it sounds like it was, it was about others and it wasn't about this massive crowd. Donnie Tuttle (13m 17s): It was just, Hey, you know what? Even one up I'll give myself a success for even one. And I actually, personally, that's, that's a part of my thing too. I literally have my fears on my wall over there. Why I wouldn't play big, you know, like, like I am, but I, in, in one of those is, is that, what if no one listens? And my answer was a lot, like what, what you just shared is, like I said to myself, or I say to myself, I'm all, I'm not looking for the masses. Donnie Tuttle (13m 50s): I only want the rebellion. So it's like being able to, to make it into a small group. It says like it helps. Rachel Richards (13m 59s): Yes, totally. And what I didn't realize at the time, the technical word for what I was struggling with is the imposter syndrome. And it's something that affects everybody. It affected me anytime. I got a new job, I felt like a fraud. I felt like I didn't know what the heck I was doing. So it's something I've had to sort of struggle and work with throughout my life. I've gotten better at it. But you know, the great thing about publishing the book, the way I did with those motivations is that it ended up being wildly successful, more successful than I ever could have thought possible. Rachel Richards (14m 30s): I think I have over like 500, five star reviews on Amazon now. Donnie Tuttle (14m 33s): So talk to us because you're like, if I even help one person, okay. And you did it, and then what happened? Like it was like on the other side of this watershed moment, what happened from, just from this? Rachel Richards (14m 45s): Yeah. Well, it's so funny. Cause even right after I publish it, I was like, you know, hiding, like hanging my head in shame, just had just had such fear about it still. I was still, you know, super nervous. And I think it took six months for me to really understand that I had put some really amazing workout out there and it really resonated with female millennials. And I was starting to get emails like every week and then every day of people. And at this point it was random strangers, you know, it's one thing for your friend to be like, yeah, you wrote a great book, but I was getting emails from strangers being like, Hey, Rachel, I read your book. Rachel Richards (15m 18s): And this has changed my life. And I've paid off my debt and I've turned my life around. I just want to thank you. And it took some of those emails for me to finally realize, Oh wow, I did a, I did a good job. You know, I didn't write a piece of crap. My book is actually changing lives. And that gave me a lot of confidence. Moving forward, Donnie Tuttle (15m 37s): What's up, you wandering Slayer of sales. Hey, listen, if you know anything about me, you know that I am a teacher and I believe in sharing experience, right? That's what this whole podcast is about. Well, I've actually taken all of the best stuff from the people I've interviewed on this podcast and other places. And all of the people I've coached around the world and my own experience, listen, two and a half years of bumping my head and doing it wrong. Finally gave me a formula that helped me to be able to not only go out there and crush my schedule when my office was only a 10 feet commute, but also to be more effective than anyone else that's out there. Donnie Tuttle (16m 23s): Listen, if you can sell anywhere, you can sell everywhere. And so this is a course or a mastery of those who are without an office or those who are aspiring to be without an office. So go ahead and go over to Donnie tuttle.com right now. And you're going to see right there in the, in the header there, you're going to see some information about the new cell anywhere course. And guess what you get the first one for free. So go check it out right now, Donny tuttle.com. Donnie Tuttle (16m 53s): And now back to the show, come on and listen, I believe this, whether it's a book or whatever it is that you have, all of us have something inside of us that is there to free other people, 100% being able to connect with that. And what a, what a powerful place of purpose. Rachel Richards (17m 14s): I love that you said that Donnie. Cause I, I truly think the same thing. Everyone has a unique voice and a unique gift to share with the world. Donnie Tuttle (17m 23s): Yeah. Even in, even if there have been a hundred other people who have said something that that's similar and they haven't said it, I think you said sassy and fun. It's like Jensen chair. I, I recommend one. I'm one of my top books that I recommend is Jensen cheros you are bad ass. Right. And she didn't say anything new. There was zero, zero new in that book, but it was her voice. Rachel Richards (17m 50s): Exactly, exactly. I mean, yeah. Think about the thousands of personal finance books that are out there and you really have to ask yourself as a salesperson or entrepreneur, you know, what problem am I solving? Why would someone choose to buy my book or my service or my product over the thousands of others that are already out there, you have to have that unique value proposition and you have to be able to articulate it very, very clearly. If you can't answer that question, then you're not going to see the success that you're hoping for. Donnie Tuttle (18m 21s): Love that. What problem am I solving? You sell anywhere maniacs that are out there. That's, that's the question for you? What question are you, w w what problem are you solving? And, and I'm going to combine that I was recently on, because my, our son is an artist and, and we were able to speak to the founders of the Stan Lee foundation. And one of the ladies that worked with him across from him for two decades said that he would always say the same thing. Donnie Tuttle (18m 52s): It doesn't matter. Like, you know, people would bring him great stuff all the time. And he's like, make me care, make me care. And I'm, and I'm hearing from you, you know, what problem am I, am I solving, love it? All right. I wanna, I wanna, I wanna, you are not just the rank and file person who, you know, follows everything that's been put out there. In fact, there was a lot of bad stuff that you feel like might be littering the airwaves in terms of entrepreneurship, growth, business, finance, money, all of those things. Donnie Tuttle (19m 26s): And maybe, maybe some myths that need to be busted up a little bit. Rachel Richards (19m 32s): Yes, I have several. Donnie Tuttle (19m 34s): See if I could open that one up for you. Rachel Richards (19m 36s): I love that. Yeah. One of the things that in terms of money, specifically, that I hear people say a lot, is that being a full time, salaried employee is safe. You know, you have job stability, you have income security. And I disagree with that. Like really hardcore, because if you're 100% dependent on a single source of income, to me, there's nothing safe about that. What if your hours get cut? What if you get laid back? What if you lose your job, then you have zero income. So I like to talk about this concept of income diversification. Rachel Richards (20m 8s): And this is thinking about how can I have multiple sources of income, because that is where true income stability comes from. And the perfect example of that is myself right now, because you know, a large part of my income is from rental income. And with what's happening right now with coronavirus and what's going on with the world, a lot of my tenants are not able to pay rent. So for example, in, I think in March, I went from on an average month making seven to $12,000 per month in profit, just from my rentals in April, I made $1,000 of profit. Rachel Richards (20m 41s): So I basically broke even now. There's a lot of landlords out there that are a lot worse off than me. There's a lot that are doing better to me. I was like, well, if I break even for a few months, and that's my worst case scenario, like I am very happy with that. That's fine. But the only reason I'm not in a total panic right now, and that I'm not acting out of desperation is because I have three other passive income sources keeping me afloat just in February with my book royalties. I had my first $7,000 a month. So that, yeah, thank you. So that's the importance of income diversification. Rachel Richards (21m 11s): Don't be 100% dependent on a single source of income Donnie Tuttle (21m 16s): That is phenomenal. And so there are lots of ways to do that. Right? Talk to us a little bit about there's, there's probably some anxiety that goes along with that. I'm, I'm hearing your story, that it seems like there's some, some tension that would have worked its way in and out of that. And I know that you have something to say to those of us, like Corona tension and, and, and there's, there are a lot of obviously things in this last week that have been entirely like there's there, it feels like it's one thing after another. Donnie Tuttle (21m 55s): And I, I hear a lot of people telling me that, that I work with as like I'm exhausted from just from the anxiety of what's happening around me. Can you, I know that's an area where, where you have probably you struggle with and you've, and you've put it into place. Can you share with us a little bit about that? Rachel Richards (22m 17s): Oh yeah. I have struggled a lot with anxiety as an entrepreneur, going through the coronavirus, you know, everything that's going on, but actually about a year and a half ago, I was really struggling with severe anxiety. And I, I think it's a problem. That's so typical of salespeople, entrepreneurs, business owners, cause it's so high pressure. And for me, the problem was actually being a workaholic and really suffering from burnout. It's actually funny because last year when I quit my job, I had this fear, you know, we're always dealing with fears and struggles, right? Rachel Richards (22m 49s): So I had this fear that I was going to quit my job and just be, become this very lazy person and sleep all day and not do anything. And I guess I just didn't know myself very well, because that is the opposite of what happened. I went from working my 40 hour job to working 80 hours as an entrepreneur. Right. And I think that's something that entrepreneurs struggle with a lot because when you're working your own business or working from home, you don't have these physical barriers of telling you when your Workday stops and starts. You know, I'm not physically going into an office and physically coming home anymore. Rachel Richards (23m 20s): So it became very hard for me to turn it to the off switch. And not only that, but when you're doing something you're super passionate about it, it's fun. And you want to do it all day long. And that's truly how I felt. So building in those times to rest and recharge, that's something I struggle with. And that's what led me into having such crippling anxiety for probably like a year long period. So what kind of helps me come out of that is I actually went to see how L rod speak last year. He is the, yes, he's the international bestselling author of the miracle morning. Rachel Richards (23m 53s): I'm like such a big fan of him. He's awesome. And he actually has been really public about his struggle with anxiety over the past year. And he said something to me that changed my life. He said, you have to completely commit to living 100% in alignment with your life values. Now my husband and I, we talked about our values before. We've always said our values are health, family and freedom, but how his point was, yeah, everyone says family is their value, but how many, you know, dads and moms don't see their kids enough? Rachel Richards (24m 25s): How many spouses don't make enough quality time for one another? So we're all talking that, but we're not actually walking the walk, right? So, you know, how really had some courage to step up and start really living in alignment with his values. He said, once his schools, his kids' school schedules came out, he started canceling speaking contracts and canceling engagements things he had never done before. Literally having to give back thousands and thousands of dollars to cancel these things because they re he realized that they fell on his kids, you know, fall break or spring break. Rachel Richards (24m 56s): And so once he started talking about this, I just felt so inspired. And I felt like I had the permission, I guess, to go out and do the same thing. It was seeing him have the courage to do it, but I was like, you know what, I'm going to do this too. And so I basically, my husband and I kind of did an activity together. After that. We decided to list out all the different ways we spent our time, whether it was literally sleeping or meal prepping or meditating or social media or TV. And we listed out our values, health, family, and freedom. Rachel Richards (25m 27s): And we just went one by one. And we said, well, is spending our time on this is this in complete alignment with these three values. And we would just check those things off. And that exercise was so eyeopening. We saw all the things we were wasting our time on and all of the things that were truly meaningful and adding to our quality of life. So we were able to make some really clear, easy decisions just based off that, just seeing that written down was so powerful. And it's been one of the most significant impacts, significantly impactful things that we've ever done in our marriage. Rachel Richards (25m 58s): So highly recommend that activity highly recommend, you know, just having the courage and giving yourself the permission to actually live in complete alignment with your values. 4 (26m 9s): Mmm. Donnie Tuttle (26m 12s): This, so what, what you just said is this is like, I would say my life song is that, you know, the, the reality is, and, and, and this is going to be a dual podcast. This is definitely going to be on the purpose driven executive is 4 (26m 28s): Well, Donnie Tuttle (26m 30s): But the reality is, is that most of us, we want to, I see a lot of people, Rachel, and, and by a lot of people, I mean like me first, okay. Doing what we think we have to do. And, and I get it right. Like survival is, is a, it's a thing, you know, being addicted to eating and paying bills, you know, I mean, that's a thing, but ultimately you and I, like, I am in control over everything that I say yes to exactly. Donnie Tuttle (27m 5s): And there is a lot more getting through that gate than I think there is until I start actually tracking it and seeing, I like the idea of what you said, like, you know, like just put your life values down steep, see which, which one of these does this connect with. And the reality is, is that most of us have a lot of unintentional filler. And I think by the way, I think that a lot of times we're doing work, that's not gratifying personally. I believe this. We do. What's not gratifying. So it zaps us so much that we end up doing almost like people might eat, eat for comfort or whatever. Donnie Tuttle (27m 41s): We'll, we'll, we'll, we'll, we'll do the same thing with our time. And boy, I mean, you just said so many things I think are, are so relevant, but I believe that we can. I think, I think it is, it is our job to find out and just like, what I want out of this thing, I get one trip. What do I want, whatever it is that you want your life story to be, you know, for me, the question is like, what are the feelings I want to feel? Donnie Tuttle (28m 12s): And like, for me, it's, it's, it's joy, which I have listed up here that I want to be the most joyful man. I know, you know, it's joy and it's, it's peace and it's adventure. Those are those three things that I want to feel. Those are the feelings. And then, and then the question is, is, well, what does that look like? It should look like those things. I've got these pictures in my, and for those who are listening, putting on a vision board behind me. And, but it should be played out on my calendar. Rachel Richards (28m 38s): Yes. A hundred percent. And it's something I still struggle with Donnie. I'm not perfect. I'm not like any better than anyone else out there struggling with this. But having, being able to say no, as an entrepreneur salesperson business owner, that's been the absolute hardest part of running a business. Donnie Tuttle (28m 57s): Was there a, was there a fear because I'm like, it's almost like I'm hearing you say, like when I gave myself permission, there was there a fear, was there a fear of loss I'm going to lose income? I'm going to lose space. I'm going to lose value. What, was there a fear that you, Rachel Richards (29m 11s): I think subconsciously yes. And this, this actually leads into another myth that I disagree with because well, to a point, you know, there's this piece of advice that you should say yes to every opportunity, right? Say yes to every opportunity that comes your way. And that I do agree with that to a point. I agree when you're first starting out in whatever venture you're, you're trying to do. Yes. Say yes to every opportunity that comes your way. But there gets a point where if you keep doing that, you're doing that to your detriment and you have to learn to be more selective because you will become so inundated with opportunities and requests that if you say yes to all of them, there's not any time left for anything else. Rachel Richards (29m 51s): And you don't the last thing you want to do. And this is what I realized I was doing. My schedule was filling up with everyone else's priorities. There was no room left for any of my own priorities. So that's when I realized, I have to say, no, I have to be comfortable with saying no. And I have to be okay, knowing that maybe it's a missed opportunity, but look at it this way. Everything you say yes to means you're saying no to something else. Yes, exactly. So you just, you have to be so clear on your priorities. Rachel Richards (30m 23s): Literally write them down that way. If a request or an opportunity comes your way, you just look at your priorities. Is it meeting your priorities? Yes or no. Then you say yes or no. It's as simple as that. I mean, obviously easier said than done. It's simple, but it's not easy. I'll put it that way. Donnie Tuttle (30m 39s): And I will say, so you're looking at a chronic abandoner of the, to do list. And in, in one thing that helps me that it's funny because you think like, Oh, this like, he coaches people to do this. So he shouldn't have to struggle. Not true. Right. I've got messed up. I have several coaches. Rachel Richards (30m 58s): Okay. Donnie Tuttle (30m 59s): But being able to give a why to my, what, so this is what I'm doing, and this is why, or this is why it's important. Like it's like remembering again, like it's just a connection to your essence and being able to own Rachel, like you were saying before, like being able to own like my, like I did this because I wanted to do this, not because I was told to do this, not because I had to, but because I want, and You want to find people who are worn down and hate life, find people who are only are doing what they have to do. Rachel Richards (31m 34s): Exactly. And that was me Donnie Tuttle (31m 35s): Happy. It's it's what they want to do. And like, so for me, your story is like, Hey, here is a journey to get to do what you, what you want to do. And Oh, by the way, you don't have to be afraid that you're just going to be some lazy bum. Rachel Richards (31m 48s): Yeah. Donnie Tuttle (31m 50s): I love it. Did, did you have, let me ask you this. I I've worked with people that Once we get to a place to where, so like a lot of people like help me save time. And so I've taken 80 hours and now it's only, now they're getting their job done in 12 or 14 hours. And now they're looking at their time and they're, they're bored. They don't know what to do with it. Did you have any withdrawals from the, just from the pattern of work, work, work, work, work, or at work? Donnie Tuttle (32m 21s): Everyone insight, go, go, go, go. Did you have any withdrawals from that? Or did you just, Rachel Richards (32m 25s): Yeah. You know what? I didn't once I was able to sort of start letting go and really being 100% intentional with the way I was spending my time, my levels of fulfillment and happiness and peace have all increased dramatically. So, you know, these days I am working on my book business, I'm doing podcasts. I'm doing my online course. I, I take breaks throughout the day. I'll go on walks. I'll do exercise throughout the day. And then I try to wrap up my work day around two or three and I'll do you know, maybe I'll do a hike in the afternoon with my husband or take my dog to the dog park. Rachel Richards (32m 58s): So overall it's just so interesting. Cause I'm, I'm operating at the same level I was before. I'm making way more money than I was before. And I have a much more fulfilling lifestyle and a much better balance Donnie Tuttle (33m 11s): Working what you want when you want. Rachel Richards (33m 14s): Yeah. Work smart, not hard. They're smart. Not hard. Right? Donnie Tuttle (33m 17s): Yeah. I've, I've, I've I always kind of view it. Like if I can make every day, like a Saturday Workday and like, it's like, I don't work on Saturdays, but on the days when I used to, it was, it was like, I'd work a little bit. I'd play a little bit, I'd work a little bit more. I go be with a family. It was just like, that was a pattern that I would define for myself. And the reality is as can I create that? And my answer is, yes, you, you can't, you have Rachel speaks to speak to the audience. We're talking about, we're talking about sales executives out there. Donnie Tuttle (33m 48s): A lot of these people are trying to go out there and live the location, independent lifestyle. And so you're offering hope to them. Some of these people are they're leading their businesses and maybe they're non, non dependent upon an office, but we're talking about people in sales, people who are running businesses, can you, can you lay out a simplified plan of how someone like that can create passive income through? And we'll just, we'll just take the real estate path right. Of, of how would someone start? And let's just say, I'm just going to, I'm going to put the average, w we'll take a sales person. Donnie Tuttle (34m 22s): Maybe they're running 130,000 a year. And maybe not even that much, if you want to, if you want to ratchet it down and maybe they only have, you know, $10,000 to their name, like give us, give us a track. Rachel Richards (34m 38s): Yeah. Where to start. And you touched on a great point, Donny, because the first place to start is understanding with passive income. It's not a get rich quick scheme. Okay. You can't just snap your fingers and start generating five K a month in passive income. It takes time or money to create. So the first step is understanding, okay, do I have more time or do I have more money to invest in building this passive income stream? Once you have it built and you have it launched, you have it going. Then it becomes a lot more hands off. That's when it really becomes passive. Rachel Richards (35m 8s): But in that first stage, you're going to have to spend time or money. So if you had asked me that question, do I have more time or money? You know, two, two years ago, I would have said I have neither. So the next question to ask yourself is, okay, well, which one's going to be easier for you to create right now in your life. Is it going to be easier for you to free up more time, or is it going to be easier to create more money? So that's where you really begin. Then you could narrow down, cause there's so many passive income streams out there that you can build. You can narrow it down based off of, if you have more money, maybe you can do portfolio income, rental income. Rachel Richards (35m 41s): If you have more time, you can do something like I did, which was, I wrote a book and I've launched money, honey, for under 600 bucks. I was super frugal with my, the way I spent the money and my resources. And that's become a really big money earner for me over time. You know, other things that might take more time than money would be creating an online course, anything really where you're packaging your knowledge and selling that as content that is more time intensive. And I truly believe we were talking about this earlier, that everyone has knowledge. They can teach somebody else. You don't have to be the number one expert in the world to be an expert. Rachel Richards (36m 15s): You just have to know more than the average person. And I know that EV everybody in some aspect has more knowledge in one area than the average person does. So you can teach that to other people. You can monetize that you can start a blog, you can figure out a way to make that passive over time by hiring writers. So the, the possibilities are endless. There's absolutely something out there for everybody. Donnie Tuttle (36m 37s): So take, just take me, take me down the real estate path though. So like how would, how would you do that? If someone says, yeah, real estate is the answer. I think for me, what do I do first, second and third. Rachel Richards (36m 51s): So with real estate, one of the first things you're gonna want to do is put your team into place. So you're going to want to have a really great realtor who specifically understands investment properties and can help an investor. You're going to want to have a great lender and insurance agent really with any of these it's it begins with learning and educating yourself. You know, I talk a lot about rental income in my book, but another book that I love is called hold by Steve shader and the McKissick, that's a really great book for investing in rental properties. You know, the biggest piece of advice I have for new real estate investors is be patient because good deals are hard to come by. Rachel Richards (37m 28s): And the last thing you want to do is settle for something that's not quite where you want it to be. It took us nine months to find our first duplex. And we went through putting offers in, on properties, having accepted contracts that fell through having inspections that cause us to back out. And so most people by that 0.4, six, eight months in would get discouraged and give up. But the thing with rental properties is you have to be patient and be willing to wait it out for the right deal. Cause then when it comes along, you're going to see it and recognize it. Rachel Richards (37m 58s): And you're going to snatch it up and it's going to be the best thing that you ever did. And that's exactly what happened with our duplex. I still think to this day, it's the best investment we've ever made. Donnie Tuttle (38m 8s): I love that. It's interesting because, and this is, this is by the way, almost anything I can imagine where you have a vision for it. If you first off believe that it can be done next off, you put yourself in a place where you can make it happen. And then you actually get out there on the market and you see, you see, you see, you see, you see, and when the, if you're ready, when the right deal comes along, you're there, you're you're there, but it doesn't, it doesn't happen if you're not acting like that's who I'm going become, that's what I'm going to do. Rachel Richards (38m 37s): Yeah. Yeah. It's almost like look at those first few months where you're learning and making offers and making mistakes. And that's what everyone does just look at those as a learning opportunity. And that way, when the right deal comes along, you're going to be 100% confident and ready to go. Donnie Tuttle (38m 51s): So now you have one you've got, let's just imagine that I have a duplex and in, in, in, in, but you know, that doesn't, that doesn't create massive amounts of passive income. What next I let's. I like, get me, get me, get me a few more. How do I, what do you leverage that? Or what do you, what are you doing to, Rachel Richards (39m 10s): Yeah, so a lot of people do this in a lot of different ways. We could have leveraged it, but when we first invested in it, we were making $500 in cashflow, like net profit per month, right off the bat. So it was really generating pretty significant amount of money. We were also really good at saving in general at that time. And then the third thing that I had going for me financially was that I had my real estate license. So when I represented myself in that deal, I got the buyer's agent commission. So it actually did not take, as long as I thought it was going to take to sort of replenish our savings account and purchase the next property. Rachel Richards (39m 42s): Cause I had that commission right off the bat, we were saving the same amount and then we were reinvesting everything we were earning. So I think it took us actually another nine months to find the second property and buy it. But by then we had enough money to again, you know, purchase it with the 20 to 25% down payment. But another option that people do when they're first starting out is they'll do exactly what you said. And they'll leverage that one of the properties that they've already bought. So they'll pull out like a home equity line or they'll refinance and pull out the money. Rachel Richards (40m 12s): That's another thing we could have done with our duplex because we bought it for a hundred thousand and keep in mind, this was in Louisville, Kentucky. So very, you know, low cost of living area. I can hear my Bay area, people scoffing at me, but don't ever, don't ever be afraid to invest out of state. The Midwest is a great place to invest. But yeah, when we bought the duplex for a hundred thousand, we had to completely renovate one unit. And once we did that, the value of that duplex went up to about 140, 150 grand. So even if I didn't have that cash that I was able to save up for the next property, I could have refinanced that duplex, I could have pulled the equity out of that and use that as the next down payment. Donnie Tuttle (40m 51s): Love it, love it. This is powerful stuff, Rachel, like it's, it's one thing, you know, a lot of, a lot of the stuff we hear out there as people, you know, it's, it's you hope when you wish. And by the way that like the things we talked about earlier are very real. We do have to, we have, we have to remove some of those internal belief barriers, right. To be able to get to, to these places, but it's a whole lot easier to rest and relax. And let's just say, breathe in, breathe out, you know, push away the anxiety when we are getting, you know, seven to $12,000 of passive income, it's a whole lot easier, right? Donnie Tuttle (41m 29s): When the big, bad Wolf isn't blowing on your house a lot easier. So this is, this is a selfish one. This is for me, but I know a lot of my people are, you know, w w we listen, writing a book is, is a thing, right? Getting our voice out there as a thing. And you were able to publish money, honey, I think you said you launched it at for 600 bucks. It's been massively successful. You have your you're bringing in commissions. Donnie Tuttle (41m 59s): Most books are written and never read and definitely even, well, not many more actually make money. So, so what's the trick. What did you do? Can you, can you talk to some of us as aspiring authors on, you know, maybe what to avoid and what to do in terms of writing a book? Rachel Richards (42m 21s): Yes. I love talking about this. It's so interesting because I read a statistic recently that something like 82 or 84% of Americans have a dream of writing a book. Actually, I didn't realize that, but most people have this sort of hidden dream and they want to publish a book. And I kind of always felt that way, but I just never thought it was realistic, or I didn't know how to go about it. It wasn't until I read this other book, which is called published by Chandler bolt, excellent resource. And that book published, it taught me 99% of what I needed to know to effectively outline and market and write and launch a book. Rachel Richards (42m 60s): So I basically followed exactly what was in that. We already talked a little bit about having unique value proposition, you know, understanding the problem that you're solving and the next step of launching any successful product. Like a book is to go to where your target audience is. So to number one, to know your target audience, for me, mine was female millennials. And then to be able to find where those people are and begin adding value to them. So this is something I actually did unintentionally, but that, I think it's really the number one reason my book did so well. Rachel Richards (43m 32s): I became really engaged in Facebook groups. And these Facebook groups weren't necessarily about money management, but they were full of female millennials. And so anytime a money question did come up, I would jump on and I would say, Hey, I'm Rachel Fino, former financial advisor here. Here's what I think. And I'd write out a really helpful response. Well, I started doing that enough times that when a money question would come up, people would start tagging me and they'd be like, Oh, you need to ask Rachel Richards or, Hey, Rachel Richards is your girl and she'll help you. Rachel Richards (44m 2s): So I kind of became known in these Facebook groups, some of which were thousands of people as the finance guru, you know, the GoTo finance person. So that was great. I did that well before I even started, I started thinking of writing a book. And then once I had the book idea, I went to these groups and I was like, you guys, you know, here's what I'm thinking. What do you guys think? And then so many people were like, Oh my gosh, Rachel, please write this book. Like you make finance so simple and easy to understand. I would definitely read this book. So in a way I realize it at the time, but I was forming a launch team. Rachel Richards (44m 34s): And that's something that Chandler talks about in the book is having a launch team, you know, people that are really committed to buying and sharing and reviewing your book when it comes out. And that's what I was doing. You know, I was using these groups to kind of do market research. I had them vote on my cover. I had them vote on my title. So by the time I launched the book, there were like thousands of people that were emotionally invested in the success of my book and that I was able to launch it with a really big bang. And that really created a lot of longterm momentum and it's helped it stay relevant even two years later. Rachel Richards (45m 5s): So that is, I would say my, my key secret ingredient for you. Donnie Tuttle (45m 9s): Love it. That's so good. Did you now, did you go through a big publisher? Did you self publish? What was your, Rachel Richards (45m 16s): Yeah, so I did a lot of research on traditional versus self publishing. And my thought at the time, I think a lot of people have the same thought is that if you can land a traditional publishing deal, you're going to have, you know, a ton of success. They're going to do all the marketing and they're going to get you on the national campaign and the book tour and all that stuff. I realized that that's actually not true. And that's only true for like the big time authors that are already out there. And for first time authors, if you get a traditional publishing deal, they actually still expect you to do 99% of the launching and promoting and marketing. Rachel Richards (45m 52s): So then I was like, well, that doesn't make sense because right, if I'm going to do traditional publishing and make a 15% royalty versus I could self publish on Amazon and make up to 70% and still do the same amount of work, I was like, yeah, I'm going to definitely do a self publishing. And I'm so glad I did. I think that's what any first time author needs to do anyone that doesn't have a platform. I mean, no one knew who I was in 2017. I had no following no platform. And so I think self publishing was definitely the right way to go. Donnie Tuttle (46m 23s): Love it. Yeah. Thank you for that. Thank you for that. This is, this has been fun, Rachel, what's next? Where are you going? I know you've got some online stuff you're putting out there, like what's next? Rachel Richards (46m 33s): Yeah, I do this year. I'm really focusing on online courses. So I just launched my first online course that goes along with my book money, honey. And you know, just, I'm going to continue working on that. My really big dream, which is more of a longterm goal is actually to do fiction and to write a novel. So I'm pretty excited about that. I haven't started at all. It's a dream right now, but it's going to happen. So Donnie Tuttle (46m 56s): Yeah, that sounds, that sounds amazing. It's so cool. Listen, I'm talking to someone who 3 (47m 2s): Okay. Donnie Tuttle (47m 4s): Came to a revelation that the reality that she has as the reality that she was going to create, and there's so much value for the rest of us and being able to draw from that. And I know you have so much more to telling your story. I am going to read money, honey. I will, I will absolutely commit to that. Although I, I checked audible. I wish she were on audible. Rachel Richards (47m 30s): Oh, I am. Yeah. I can't find it. Let me know. But yeah, both of my books are on ebook, paperback and audio on audible and Amazon. Okay. Donnie Tuttle (47m 38s): Okay. So, okay. So consider that one done immediately and listen, and I'll have that link in the show notes here, but for the rest of us, listen, like how can we not want more Rachel in our lives? How can, how can we continue this, this journey with you? How can we hear more of you see more of you, you know, allow you to be a part of our lives. Where can we find you? What can we do? Rachel Richards (48m 4s): Yeah, definitely. So you can follow me on Facebook and Instagram. You just search money, honey, Rachel. And then I would love to give your listeners my free passive income starter kit. So yes, so you can learn, you know, the three deadly mistakes to avoid there's free resources and tools, and it'll help you decide which type of passive income stream to pursue first. So you can go to www.money, honey, rachel.com/bonus to download that. Donnie Tuttle (48m 31s): Rachel, you are the bomb.com. Thank you so much for hanging with us today and thanks for thanks for changing lives. Thanks for doing what you do. Rachel Richards (48m 42s): Thank you. And thank you so much for having me on Donnie Tuttle (48m 44s): Awesome. And guys, listen. If, if you can sell anywhere, you can sell everywhere. And if you can be connected with your purpose, you're going to find that your profit is going to grow. Thank you so much for joining us on the sell anywhere podcast, where we believe if you can sell anywhere, you can sell everywhere and your talent is not limited to your zip code. Listen, this is not a one way street. I want to hear from you. I want to hear from you on your ratings, right beyond iTunes or Stitcher or wherever you listen to us on that helps me immensely do that now, but also reach out, find us on sell anywhere.com and you can interact with us there on LinkedIn on so many different places I want to hear from you. Donnie Tuttle (49m 29s): What are your struggles? Who do you want on the show? What are the things that you feel like I could help you to solve? I love you so much that I'm doing whatever I can to give value so that I can spend the rest of my life with you. So let me know what I could be doing to help you and your journey.

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you can find her website here:https://www.andriaschultz.com/

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her email is acschultz09@gmail.com

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connect with Roger here:https://rogersalam.com/

here is Rogers linkedin:https://www.linkedin.com/in/rogersalam

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Amber Khan

Founder RepurposeDen, GroBizNiz & International Bestselling Author Let’s connect: https://www.linkedin.com/in/meetamberkhan

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connect with Nate here: https://www.linkedin.com/in/natepeo

podcast: https://natepeo.com/

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get in touch with Kaziah here:https://www.linkedin.com/in/keziahrobinson?trk=people-guest_people_search-card

here is here website:https://www.cassia-partners.com/

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you can connect with Liz here:https://www.linkedin.com/in/lizjsimpson

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Free Offer: https://www.thesalesclassroom.com/

Want more of Matt?

https://netusa.org/engage/

https://www.linkedin.com/in/matthew-vettel-a3252b2a?trk=people-guest_people_search-card

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find more Alice Heinman here-

ihttps://www.linkedin.com/in/aliceheiman 

https://aliceheiman.com/blog/

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Sell ANYWHERE Free Offer: https://www.thesalesclassroom.com/Quick Tips with Shay Rowbottom

Shay rowbottom is the co-founder and former coo of a facebook agency that worked with companies like petco, yahoo, verlo, and dozens more in creating content and devising content strategies for social media. Since joining the linkedin platform in may of 2018, shay has grown to over 50,000 followers, garnered over four million views on her content, and generated seven figures in sales for partnering media companies. Now, she’s ready to share her strategies with you and produce the same kind of results for your brand.

Shay's Links:

Email:

info@shayrowbottom.com

Facebook:
https://www.facebook.com/ShayRowbottom/

Instagram:
https://www.instagram.com/shayrowbottom/

👻 Snapchat: shay-shine

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Make a living while traveling the world with Amy Scott

Amy: In 2002, I took my cousins’ advice to “travel more while you still can” to the extreme and decided I should quit my job to travel around the world.

I wasn’t the type to take off right away, though! I spent more than two years reading, saving, and planning, and in 2004, it was finally time.

I quit my job as an editor at a travel publishing company in the San Francisco Bay Area and boarded a plane to Peru.

Amy's Links:

FB: https://www.facebook.com/Nomadtopia/

Podcast: https://www.nomadtopia.com/podcast/

TWitter: https://twitter.com/nomadamyscott

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How to fix your sales team with Mike Adams

In 2003, with his three young sons, Mike moved from Russia back home to Australia. Job prospects look slim with no oil industry in Melbourne and no network. But he story-told my way into a sales role, selling telecoms networks (qualifications zero).

That move gave him confidence to take on more challenges and since then he has used storytelling to move between industries and countries to sell more than a billion dollars of products and services.

Reach out to Mike:

Seven Stories Every Salesperson Must Tell Online Training Courses

Mike Adam’s Website

Mike Adam’s Linkedin

Mike Adam’s Twitter

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Can Prospecting be Blissful? ft. Jason Bay

Jason's entrepreneurial experience dates back to 2008. At 19, he ran his first six-figure business painting houses while attending school at Oregon State University. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career.

At Blissful Prospecting, he's in charge of growing company revenue through marketing and sales efforts.

In his free time, Jason also enjoys stand up comedy, reading, traveling, hiking, and geeking out on productivity tips.

Reach out to Jason:

Linkedin: https://www.linkedin.com/in/jasondbay/

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How to focus on Execution with Miles Veth

My goal in business is to serve Jesus Christ through my work. This is a daily quest for me, and influences everything that I do.

Veth Group's specialty is growing B2B net new sales. We are a professional services firm that provides outsourced "SDRs," demand generation consulting, sales team training, and digital marketing services.

If I had to describe our difference, it's the fact that we mix old-school hustle with modern technology to be an excellent executor; only because we are executors first am I confident in our ability to train other teams.

My personal cell phone number is 203-641-3940. If I can ever be of service to you personally or professionally, please feel free to text me at any time.

Reach out to Miles:

Linkedin: https://www.linkedin.com/in/miles-veth-28b41955/

Insta: https://www.instagram.com/miles.veth/?hl=en

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Website www.goliveonpurpose.com

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Discovering Insane Productivity with Mark Mallia

Mark is an Insurance Sales Manager for Bankers Life in the Cleveland and Akron Ohio area. His goal is to develop a top producing team while developing myself professionally. He also works as a Financial Advisor (Series 7/66) and Certified Long Term Care planning specialist.

Marks Contact Info:

Linkedin: https://www.linkedin.com/in/mark-mallia-9671a75/

Email: Mark.Mallia@bankerslife.com

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Uncage Me Now! with Phoebe Marie and Aaron

Phoebe Marie and Aaron are explorers and hustlers. Listen as we delve into what life is like with no strings attached to a single geographic location. This was a great conversation and I hope you enjoy!

Link up with Phoebe Marie!

Web Podcast: https://uncageme.com/full-time-travel-podcast/

IG: https://www.instagram.com/uncage_me/?hl=en

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Nailing down your WHY with Matt Vettel

Matt Vettel is a trained salesperson for the SouthWestern Consulting Top Producers Edge curriculum.

Currently using sales skills as lead gift officer for NET Ministries, a Catholic youth ministry organization. Direct experience with fundraising, budgeting, and program building. Interested in development and advancement for non-profits and sales for for-profits.

Link up with Matt!

Linkedin: https://www.linkedin.com/in/matthew-vettel-a3252b2a/

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Efficiently Finding Your Balance with Brooke Greene

As a yoga instructor, Brooke educates and guides her students, one on one clients, and business teams to achieve more balance, more bliss, and less stress (which equals more success) through the practice of yoga, pranayama, and mediation to Detox the Mind, Body, and Home!

Brooke studied yoga extensively from the island of Costa Rica to the rice fields of Bali, Indonesia, where she received her 200RYT certification with Yoga Union & Yoga Alliance as well as AAAI/ISMA. Brooke teaches about what she has learned from the years of being a devoted student to the practice. Some of her greatest teachers, include: Meghan Henley, who encouraged her to start teaching and take over her class and Ourania Bouzouki, her Ashtangi teacher from Greece and owner of Yoga Union.

Connect with Brooke

FB https://www.facebook.com/brookeogyoga/?ref=py_c

Website https://realyogaestate.com/

G mail brookeogyoga@gmail.com

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Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

The Magic of Numbers Being BAD More Often Than Everyone Else

John Wetmore could be considered an accidental salesperson, and an accidental success. It is not magic, or innate skill that has driven him from zero to making millions. It has been a passion to learn and be around those who are where he wants to be.

The cards were stacked against him in the beginning. Having a child at the age of 16, fully committed to being a father, John took a job at a warehouse. After seeing the dead end of his job, he went from the warehouse to becoming a corporate accountant. From there, he found the path into sales that many do-the accidental path.

The phrase that jumped from John’s account is “if this guy can do this, I can do this.” He combined this with a high-level work ethic and was able to create an income over six figures relatively quickly. The biggest challenge came when he approached a top producer and asked, “how do I get where you are? How do I become elite?” The answer: double your standards of productivity. “Why do you expect my level of success with YOUR work ethic?”

Listen to this and ask yourself this question: am I doing everything I can to get to where I want to be?

Favorite quotes from the podcast:

If you judged your ACTIVITY with the same scrutiny as you judge your results, YOUR WORLD WOULD CHANGE!

Results are just a symptom of your activity.

Mistakes are required for success.

You must be the employer AND the employee. You are the problem AND the solution.

Pretend you are living the life you want to live for 2 weeks. Then go back and do the work it takes to get there.

You don’t need me to be mediocre.

I like to be the brokest person in the room.

Are you dialing all day, or just taking all day to dial?

John Wetmore -

LinkedIn- https://www.linkedin.com/in/john-wetmore-50709097/

Facebook- https://www.facebook.com/johnwetmore34

Email- john@ffleastcoast.com

Reach out to Donnie!!

Twitter - https://twitter.com/DonnieTuttle

Insta - https://www.instagram.com/donnie.tuttle/

Facebook - Go Live On Purpose Community

Website www.goliveonpurpose.com

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Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

Your power is in your uniqueness. Sales is creating relationships with others and gaining their trust so you can serve them.

Dale Dupree, Copier Warrior, and leader of the Sales Rebellion delivers the goods on how to show yourself unique in a sea of same.

How to make selling fun-for you and the prospect.

Creating UNDENIABLE CURIOSITY with 3 dimensional marketing pieces.

Different techniques on beginning relationships.

The power of thinking about your legacy.

How to unleash your different.

The powerful example of his father and mentor.

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Readers are leaders, and learners are earners. We all know that if we read more, we are more likely to succeed, but who has time? And moreover, how do we implement what we already know and make room for this new knowledge?

In this interview with BookThinkers founder, Nicholas Hutchison, we discover some tricks to make it easy(er). He was bestowed with this superpower when challenged by a mentor to read a book, and he hasn't stopped since. We will look into his 24 year old, already super successful, mind and see how he thinks. We will see how he makes it easier for us to do the same.

Here are some key moments in the podcast:

10:42 The beginning of the amazing journey…from the doldrums of education, a mentor gave him a book.

12:00 How BookThinkers was created

How to retain what you’ve read and use it!

14:50 What Book Thinkers is

17:16 How to make it stick (and not lose what you read)

26:30 The compound effect-taking small steps consistently, equals a disproportionate outcome

28:45 How reading has transformed Nick’s sales career

30:30 Committing to going to do something rather than just reading and not acting?

34:49 How to build reading as a habit

Flips the interview back on ME-turns the tables and discusses time management

42:40 Value of breaks (supercharging activities)

Find Nick at:

www.bookthinkers.com

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How To Stay Positive with Jeremy Todd

“Your attitude equals your altitude.” Zig Ziglar

What do you do when you get stuck. Nobody needs proof that a positive outlook can more often lead to a more positive outcome, but we all find ourselves on the wrong side of momentum sometimes. What do you do when this happens?

When I catch myself (or a client) slipping into negativity, it is often an indicator a few commonplace culprits in today’s sales workplace. First is fatigue. Working hard is a virtue. Working TOO hard for long periods of time is just stupid. It’s just an ego trip leading to burnout. Ungratefulness-Spouses and jobs have both beauty and bad breath. If you’re not careful, you forget all of the reasons to have wonder, and only see the flaws. What I see most often from top producers is one of two things. 1) their vision is not clear, or 2) they are not living according to the internal standards they have set for themselves-they know they could and should do better.

When you fall into the ditch, how do you get your mojo back? I sat down with Jeremy Todd recently, and he shared how he maintains his identity on the positive side.

Here are some of the rapid fire suggestions.

Be thankful. Surround yourself with great people. Take the first step. Don’t lose your momentum.

Being a student of the game. Read books. No news. Watch youtube videos. Listening to podcasts. Reading positive affirmations. You may have a set back, but you won’t fail. Turn your car into a classroom. What are you feeding your brain? Use your network. Call the person who pumps you up. When you get caught up in the weds of your own brain, you need to let others in. Be authentic. Don’t beat yourself up when you are struggling.

Just because you have a bad day, doesn’t mean you have to have a bad day. Find a way to win the day. Set up small wins to get momentum. Then you become unstoppable when you get the momentum on the positive side.

You can find out more about Jeremy Todd on his website.

www.jeremytodd.com

Also, be sure to subscribe to his podcast, The Positive Side.

How To Stay Positive with Jeremy Todd

“Your attitude equals your altitude.” Zig Ziglar

What do you do when you get stuck. Nobody needs proof that a positive outlook can more often lead to a more positive outcome, but we all find ourselves on the wrong side of momentum sometimes. What do you do when this happens?

When I catch myself (or a client) slipping into negativity, it is often an indicator a few commonplace culprits in today’s sales workplace. First is fatigue. Working hard is a virtue. Working TOO hard for long periods of time is just stupid. It’s just an ego trip leading to burnout. Ungratefulness-Spouses and jobs have both beauty and bad breath. If you’re not careful, you forget all of the reasons to have wonder, and only see the flaws. What I see most often from top producers is one of two things. 1) their vision is not clear, or 2) they are not living according to the internal standards they have set for themselves-they know they could and should do better.

When you fall into the ditch, how do you get your mojo back? I sat down with Jeremy Todd recently, and he shared how he maintains his identity on the positive side.

Here are some of the rapid fire suggestions.

Be thankful. Surround yourself with great people. Take the first step. Don’t lose your momentum.

Being a student of the game. Read books. No news. Watch youtube videos. Listening to podcasts. Reading positive affirmations. You may have a set back, but you won’t fail. Turn your car into a classroom. What are you feeding your brain? Use your network. Call the person who pumps you up. When you get caught up in the weds of your own brain, you need to let others in. Be authentic. Don’t beat yourself up when you are struggling.

Just because you have a bad day, doesn’t mean you have to have a bad day. Find a way to win the day. Set up small wins to get momentum. Then you become unstoppable when you get the momentum on the positive side.

You can find out more about Jeremy Todd on his website.

www.jeremytodd.com

Also, be sure to subscribe to his podcast, The Positive Side.

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We don’t need another hero. -Tina Turner

Do you want more influence? Our influence comes from our ability to connect. Our ability to connect comes from what we share in common with others. We all have some things in common- humorous, serious, dark, or light-that apply to other circumstances that others would face. Too often we look to the stories of people like Abraham Lincoln, Neil Armstrong, or Barrack Obama to provide lessons and inspiration to fuel us to victory. These stories are really out of reach to the average person. It is difficult for any of us to feel connected to these figures in history, who seem to have lost their imperfections over time. It is much easier to relate to the person standing right in front of us. It is much easier to draw inspiration from them. And what if that person in front is you?

I sat down for an hour with one of America’s story masters, Mark Brown, and here are some of his suggestions.

Before we begin, we must know that we all have a story, and that is powerful. Too many of us have heard about Thomas Edison finding a thousand ways to NOT make a lightbulb, or Abe Lincoln and his failures. Don’t choose these played out reruns-use something fresh-your story. Even if you did not climb Mt. Everest, Mark says,”One man’s mundane is another man’s magnificent.” Mark left Jamaica at 18, came to America with 2 suitcases and $40 in his pocket. “That was my life. That was my normal. It wasn’t too exciting at the time, but it blows other people away. Your mundane is somebody else’s magnificent!”

How do you find your story? Mark gives us a few suggestions:

1. First inventory your memories and ask, are there lessons that you can learn from these memories? In many ways, It is not our strengths, but our weaknesses that connects others to us. Can you remember a time where it was not perfect?

2. Life as a kid

3. Elementary school experience
4. Your highschool
5. Your seasons
6. Your first job
7. Your best boss
8. Your worst boss

9. Times you innovated and were creative.

10. Create a story file. Use BEST-WORST-LAST-FIRST What did that teach you?

11. First car, last car, best car, worst car

12. First friend, last friend, best friend, worst friend
13. etc

There are stories there. There are experiences there that are interesting to others! The common connects. And remember that flaws and vulnerability are what others identify with most. No batter bats 1000. Nobody is perfect. Do we share our mistakes? Do we show other that we are human, and If you are willing to share, you can grow from it, and others can too… “Your story, told with authenticity and vulnerability…”-there is nothing more powerful.

Find your story and share your story.

Mark Brown is a 20 year fulltime keynote speaking veteran, and Toast Masters Speaking National champion. He has spoken on 5 continents, and to over 1.8 million people.

Here are some important points in the podcast. Do yourself a favor and listen.

10:35 How Mark became a speaker

12:30 SAY YES

13:45 Serving Employees Unselfishly

17:15 the inglorious side of being a speaking celebrity

22:05 YOUR STORY told honestly, with authenticity and with vulnerability

22:36 Hearing the voice Pressing On story

25:47 When it aint all rainbows and bunny rabbits

26:35 Authenticity with vulnerablity

30:28 When your self talk is bad-how do you control it when something goes wrong?

31:40 When Mark faced grief just before a speech

34:50 How to Assess When You Mess Up

36:20 A Mess Up doesn’t make you a failure

38:07 How to find your own story

43:45 Maintain a story file. BEST WORST LAST FIRST What did that teach you?

mbrown@southwesternconsulting.com

www.markbrownswc.com

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You never knew that you could sell real estate anywhere, did you? I didn’t. Locally grown and globally known real estate agent Alison Clay Duboff sat with me recently on the Sell ANYWHERE podcast, to share how she has done it-aways were significant. Her story has more adventure in it than an Indiana Jones movie. The underpinning quality of her journey has been grit, gratefulness, humor, determination, and vision.

When you truly want something, YOU FIND A WAY. We know this to be true, and to here Alison share drives it home! Once, her travels took her into Saudi Arabia for an extended time and she found herself facing limitations as a foreign woman from the culture she was inside of. These limitations included, what one can drink, and what one can wear. It also includes not being alone with a nonrelated male. In this scenario, Alison opened up not one, but three, businesses while in Saudi Arabia.

This story took a difficult turn when her husband died before her very eyes. She had to get herself and her daughter from a foreign country back to California, where she would still be penniless (her husband had no life insurance). Listening to how she dug in at that point is inspiring.

Another key take away from time with Alison is the practice of branding. One thing that a top performing realtor knows how to do better than anyone is to “self-brand”. Here are some tips from Alison:

1. Think about who it is you are selling to, and what you are selling. 2.
2. Look at what everyone else is doing, and…
3. Be different, new, and fresh. For Alison, she is selling the beach, so instead of the typical headshot, she went with images of her on the beach.
4. Use humor. Where most maintain the stuffy air of temporary confidence, Alison embraced the image of fun and not taking herself too seriously.

Of course, as someone who can always be on, the temptation is to always be on. We intuitively know that this is bad for us, but how do we set those boundaries and get the proper recharge that we need? Alison's strategy is to find moments. Rather than taking time off, Alison takes times off. Times throughout the day. Times in between scheduled events. Having pockets of time off, rather than days of it.

Here are a few key moments in the interview:

10:00 how to be an international realtor

11:25 When traveling, reach out to the places you are going to see if they would be willing to work with you.

24:30 When Alison’s husband died from a heart attack right in front of her, how did gratefulness and generosity help her forge ahead?

31:00 How do you resist staying on and burning out? “I take moments” I have set markers, but keep the inbetween open.

34:00 how to recharge-read, cook, entertain guests, taking a walk, be in nature (the beach of course), and being grateful

35:00 Challenging moments & how to handle conflict, remembering “this too shall pass”

43:00 How to get to where you want

https://www.alisonisrealestate.com/

Text 310-200-3037

Facebook https://www.facebook.com/alison.clayduboff

Instagram https://www.instagram.com/alisonisrealestate/

LinkedIn https://www.linkedin.com/in/alison-clay-duboff-9ba5b96/

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Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

If you are in sales, you’re probably doing it wrong. I know. I was there-FOR YEARS. You go to the trainings, study all of the flyers, pamphlets, and brochures, and you know every feature of your product or service. You are a professional, you know your stuff, and you are ready to step in and be the hero!

Before you put on your boots and start wearing your underwear on the outside, consider this: Do you wake up every morning, looking at the challenges and wish you had a hero? Or do you look at the day and its challenges and see yourself as the hero? Do your prospects care if you are some sort of hero with business superpowers? Not likely. Why not? Because before they are buyers (or “targets”-eek), they are people. Real people. And real people think just like you, and you are the hero of your own story, aren’t you? To quote the great Tina Turner, “we don’t need another hero!” But every hero needs a guide.

I am a huge fan of Story Brand since reading How to Build A Story Brand by Donald Miller. He basically took the buyer’s journey and parallels it with the hero’s journey. That’s why I was super stoked to sit down with Story Brand’s Director of Sales, April Sunshine Hawkins after seeing her speak at our Global Coaches Conference. She brings such clarity to sales messaging in our discussion on the Sell ANYWHERE podcast.

Your job is to find people where they are, not call them to where you want them. Then position yourself as the guide. They are Luke, you are Yoda. The guide gives knowledge and coaches the hero into action. What is interesting here is that almost ZERO product knowledge and training need to occur to get us to that point. (In fact, I find that often the deluge of training actually does more damage than good, in terms of the sales story.)

Once you have their attention, you have to be New York QUICK in communicating how you will guide them. What do you do then? April gives a very simple formula for your bullet-proof one liner. Here it is:Problem Solution Success.

1. What problem is your customer facing? (How does it help with their survival or thriving)
2. How do you solve that problem?
3. What life looks like if you overcome the problem.

Gosh how much pressure has just been removed from your shoulders now that you don’t have to carry the burden of saving the world. Just be a guide, and find some peeps to help. We are all on a journey. We all need help getting to where we are going. I hope that April and I have been able to shed some sunshine on the path you are walking.

Please take the opportunity to dig into the podcast and other resources mentioned. Here are some of my notes from the show:

7:30 the journey into being a speaker and facilitator at Story Brand

8:42 Origin of Sunshine

An energy giving force. I want to provide energy for them along the way

10:30 Fundedby.org, April’s way to give back

13:37 serving with your gift

23:40 Everybody wakes up and THEY are the hero of their own story. They are not looking for Superman or Batman-THEY want to be the hero that rises up and wins they day. Whenever you can position your client as the hero, then what you are saying resonates with them.

27:30- If you confuse, you lose. We don’t have time to figure out what you are doing. Describe what you do in a clear, efficient manner, so they don’t have to “burn calories” to remember…and they will file you in the right part of the brain.

31:00 Keep it easy, the metaphor of the Bowling Ball

32:40 The curse of knowledge. This makes it difficult for us to be concise.

36:00 Creating your 1-Liner Problem Solution Success

1. What problem is your customer facing? (Help with their survival or thriving) W
2. What are most of them experiencing. Solution-what you offer.
3. What life looks like if you overcome the problem.

How to reach April and other resources we mentioned

April@storybrand.com

www.fundedby.org to use your gifts to give and serve with people like April (and me).

www.storybrand.com

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REMOTE YEAR Michelle Miller, Buenos Aires, Argentina

It started when she found a random ad on Facebook. Remote Year. Michelle signed up to do ten countries and twelve locations in one year. What I love most about her adventure is there were no concessions made.
“I didn’t want to go on this journey thinking, having people say, “you didn’t succeed, but at least you had a life changing experience.” I wanted to have a year of success. I knew that if I planned, that I could experience, not just a lifechanging year, but a prosperous one as well. I want to have my cake and eat it to. I believe you can.”

If you take anything from this podcast episode, please let it be that you don’t have to settle. You don’t have to be binary. You don’t have to be either/or. “Either I can have a great year of travel, or I can prosper as a sales person.” Michelle didn’t. Michelle chose AND. Michelle chose YES.

A few take aways for me: This doesn’t just happen on hopes and dreams. Michelle crushed it by having a plan, and committing to accountability.

2:30 program I wanted

3:05 spend time putting together a plan of success. Did not just want to experience a lifechanging year, but a prosperous year as well. Not EITHER OR.

5:30-Don’t look at travel to be something you are getting AWAY from, or looking for huge life changes…just something to go TO.

11:25 Wow can become normal, unless not careful

11:40 LIVE AS I DESIRE, live your own wow

12:11 Being CURIOUS is a big deal. Get over your embarrassment and learn!

Having a short memory of the crap is good, journaling helps too.

21:00 breaking the belief barriers-it’s not that different from whatever you are doing.

Keeping Mindset of Living as I desire

23:00 Schedule time blocked, scheduling SKYPE DIALING

31:00 List of things Michell takes everywhere:

• Tax receipt carrier,
• Laptop
• ROOST laptop stand
• Bose Headphones to block out the sound
• Vision board
• Stones and gems
• Puffy Jacket-ther’s no such thing as bad weather, just bad clothing

33:05 People think that when you travel, you’re always on vacation. You’re not.

Find Michelle at www.michellemillerswc.com

Email at mmiller@southwesternconsulting.com

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Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

If you knew you would be 100% successful at getting an appointment with your ideal customer, what would that do for you? One meeting can change EVERYTHING. What if you could to that 100 times, with 100% effectiveness? How long would it take for your business to be where you want it to be? If I told you that there is a way, would you believe me? It seems incredible, doesn’t it? But it’s true.

What I am about to share, will be embraced by only a few, even though many will want to answer the call. The approach I am about to detail will take courage to do because it is contrary to almost anything you’ve been told to do. You will know it’s right, but it won’t FEEL right. But it is.

What if I told you that selling is similar to dating? That you must stand out and be perceived as different to attract attention, and gain initial connection? Search your feelings, Luke. You know it to be true. So, join me on the fun side.

One person who has proven these techniques is Stu Heinecke, a founder in a shadow movement that he calls “contact marketing”. On a recent interview with him, I was able to dig into some of the concepts he shares in his award-winning book, How To Get A Meeting With Anyone. Stu describes contact marketing as a way of sending something of meaning (intrinsic or extrinsic) that gains the attention of a prospect in order to obtain a meeting with them. You can use humor, wit, shock, and awe. The goal is to get your VIP to think “I like the way this guy thinks!”

Here are the basic steps Stu gives for using contact marketing.

Step 1. Identify VIP.

Step 2. Call executive assistant, and make them aware that something special is going to be sent to the VIP. Gain their permission and buy in.

Step 3. Send the details to the executive assistant.

Step 4. Send a think you to the executive assistant.

Step 5. Send the VIP something that makes them say, “I like the way this person thinks!” Laughter can be useful. Also, materials that may seem synonymous with your value proposition, or a struggle they may be going through. This can be anything from bacon bandaids, to personalized cartoons, to burner phones, even a carrier pigeon. Include a hand written note.

Step 6. Call the VIP, ask them if they received your contact piece, begin conversation with them, and present your value. Ask for the appointment.

Step 7. Repeat, because you know that you’re freakin’ magic!

As a sales coach, I have proven this model. Here are two places I have used the concepts to gain market share. The first case happened out of frustration. I was having great difficulty gaining sales appointments with the otherwise friendly people a community in Maine (our second destination). Nobody was letting me in. Finally, after trying everything I knew how, I decided to soften them a witty pre-touch. I purchased 10 craft bottles from a craft store. Then I wrote a witty note, rolled it up, and put it in the bottles, had them delivered, then called the VIP’s. 80% took my call. Of those, 100% booked an appointment.

I have coached many of my clients to use these techniques. All of them see some kind of increase. One guy had an immediate influx of 10 new deals-in 2 days! Even cooler than the immediate increase in business, is the magic effect. People feel magic when they do this stuff. This gives more confidence to ask for the sale. And they are having fun. How much better are we when we are having fun?

This stuff works. You should listen to Stu’s results, and the results of all of the practitioners who he has connected with over the past few years. You have to read the book, and definitely listen to his interview on this podcast.

Be different. Show authentic care. Be enthusiastic and genuine. Love ‘em, and they’ll love ya’ back.

Listen to the entire podcast by clicking here:

Key Points from the podcast:

7:10 The are is in saying it with less words, but more thoughtful words. Humor is also good.

12:05-Stu considered a 10% response rate is a disaster…He needed to get 100%, and GOT IT through contact marketing!

16:05 Your goal is to get them to say, “Man I love the way this guy thinks.” How much better would things go if people said this about you?

18:00-there are stories of people sending swords…pigeons…

20:28 Business Romantic-using dating tactics to gain the attention of your prospects.

22:20 Audacity is a big part of gaining attention.

33:47 marketing is just the handshake or wink; but if that’s all, then we die there.

36:40 big board step by step (2 min)

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Talking about selling and leading without an office with Jack Kosakowski, of The Creation Agency, we were really able to pick up some great tips on selling and leading without an office as well as some really great strategy on building brand and creating conversations using social media and sales outreach. Here are a few key things that Jack said.

Favorite quotes from Jack on this episode:

“Balance is a myth. The only way to have any type of balance is to be super productive.”

“Most sales people suck because they are forcing time, instead of getting people to WANT to spend the time with you.”

Mantra-You have to stay visible, valuable, and connected!

Where you prioritize your time, as an entrepreneur, there are certain things that get disqualified. As in, no longer an option. You can’t play silly reindeer games when you are “married to this game.” That is what being a professional is about. Commitment.

Working remotely is not for everyone. If you do, Jack says you need to make use of all technology and have AMAZING PROCESSES when it comes to collaboration.

Here are some of the tools Jack could not live without:

1. Slack
2. Facebook Messenger
3. Trello

QUICK TIP: Get each client their own slack channel-so you can see what you need to do live time.

To work off-base, you must:

1. Like what you do
2. Be somewhat organized
3. Have right systems

To stay visible, valuable, and connected, Jack recommends having a strategy. He mentioned a step by step process for using a podcast to sell (I use this process-and it works!) You really should listen to it starting at 42:15!

To win, you must have a plan of consistency!

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Teej Cummins brings the heat and reveals the truth about why you are where you are. 

Birthing your dream sometimes does not happen because you must make a DECISION to be willing to let go of what is comfortable.

It's like pregnancy. You will be pushing out an idea that is bigger than you, so it can be scary.

Belief must be stronger than thinking. Belief must be stronger than fear. Once the decision is made, you are unstoppable.

How does someone as insignificant as me belong with a dream so big. WHO ARE YOU to be able to do this?

Separate what you think vs. you believe. Do you really think something? Is it a reality? Here's what you think, here's what you believe. Your thinking may not be serving you. You must continue to imprint your beliefs into your mind and you start to live what you believe.

Have an office space that causes you to marinate in your vision. 

When you give yourself permission to be great anywhere allows  you to serve wherever you go. Your talent is not limited to your zipcode.

OVERthinking is UNDERmining.

Use ritual to reset and start right.

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What you say about yourself to yourself is EVERYTHING. The first person that must be sold....is YOU. 

Belief and confidence is sexy. There are so many things that oppose you becoming your awesome self. We have to make a habit of winning and having winning self talk!

This battle is not won in silence. SPEAK your truth out loud. Release your greatness!

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Sell ANYWHERE Free Offer Link: https://www.thesalesclassroom.com/

Interview with James Muir, author of The Perfect Close

Key Take aways and quotes:

• Be Prepared
• Never let your professionalism take away your approachability with your family
• plan key dates, and work business around those
• Know your presentation so that you could do it without technology
• The steps of the Perfect Close
  • Have a "ideal outcome" and 2 fall-backs prepared.
  • Does it make sense for us to ____?
    • if no, what do you think is a good next step then?
  • if YES, "other clients in this same place, what we did was ______. Does ______ make sense to you?"
• Clarity around purpose will help you move faster and more effectively.
• 50-90% of all sales conversations don't have an advancing/closing question at all

All 5 versions of this question are available on http://puremuir.com/resources/

The story of Kaiba Gionfriddo-and the sale that saved his life.

SELLING IS SERVING!

The Perfect Close Tactical Guide-coming soon!

Tactical Prospecting Book Coming Soon too!

Reach James on his website http://puremuir.com

The Perfect Close on Amazon: https://www.amazon.com/Perfect-Close-Closing-Practices-Techniques-ebook/dp/B01LE4KMLM/ref=sr_1_1?ie=UTF8&qid=1532561488&sr=8-1&keywords=the+perfect+close+muir

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How can we gain self-permission to be individual? To Crush it?

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us. We ask ourselves, Who am I to be brilliant, gorgeous, talented, fabulous? Actually, who are you not to be? You are a child of God. Your playing small does not serve the world. There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do. We were born to make manifest the glory of God that is within us. It's not just in some of us; it's in everyone. And as we let our own light shine, we unconsciously give other people permission to do the same. As we are liberated from our own fear, our presence automatically liberates others." -Marianne Williamson

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An Interview with Chelsea Fournier

Many have been there before. Working a job that is absolutely soul sucking. Chelsea Fornier was an young, jet-setting, up-and-coming attorney of business law. She excelled. She crushed it. And…she absolutely hated what she was doing. Her life was characterized by success, and money, and insomnia and stress. “I realized that a physical change was needed. That’s just what she did. If you meet her now, you’ll find a young, vibrant, (newly married) leader of the “tribe of intentional entrepreneurs.”

As you listen to the podcast, one thing that will strike you is her message of being “free-range humans.” People are tired of the slick, packaged marketing. People want to do business with someone they feel is “real.” Authenticity is the currency of the day, and instead of trying to do business with everyone, we should only try to attract those who belong in our tribe.

Here’s how: be a magnet (to borrow a phrase from Chelsea Fornier). Your job is not to be all things to all people. When you do this, you either attract the nutjobs, or you fail completely. Instead, you should focus on being a magnet. A magnet has two poles. One that attracts and one that repels. In order to attract the right people/partners/clients, we must be willing to repel the wrong kind of people/partners/clients.

Here are a few steps.

First identify what you believe. WHY do you do business? Why do you serve the people that you do? What do you feel you do better than anybody out there. What do you believe about how business should be done? If you can’t think of anything, start on the negative-what do you hate about your competitors? What do you fight against? What do you fight for?

Next, identify the people who need you most. Some call this an “Ideal Client Avatar.” Literally create a fictional character who is the average age, gender, income, family status, etc of your BEST customer. Ask yourself-what does this person like (brands, beliefs, etc)? Where to these people gather/live (what websites, social media outlets, local groups, or trade associations might they belong to)?

Also identify your “NOPE”. Who are the people that you do NOT want to do business with? What scenarios are you never willing to accept. If you think you don’t have a choice, you are wrong.

Finally go get them! Put your magnet on. Be confident in your beliefs, products, and message. Have a simple message that delivers your audience from their biggest pain. Meet, connect, listen, and then help.

Be authentic and get your magnet mojo on! Listen to the full podcast, and reach out to Chelsea. You can find her at

If you want a free guide on how to create your ideal client avatar, click here, and you will instantly receive it.

Quotable

“Let’s be free range humans!”

Have fun along the way!

Don’t crash land into Monday!

Tools

OnePassword

Google Drive

Virtual Assistant

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Book recommendation: The War of Art

Reach Chelsea: https://chelseafournier.com/

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Monday Morning PepTalk

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How do you eat an elephant? One bite at a time. How do you win big? One small victory at a time. Jim Stryker, who is in the elite club as far as production and leadership breaks down high achievement into a mindset and small “base hits” that add up to big results.

Jim says that victory begins with the bed-it’s not what you’re thinking! It begins by MAKING your bed. Making your bed begins a series of wins. When you focus on the small things, they add up to become wins, and those wins become more wins. Rather than focusing on winning the world series of your life, you should focus on getting base hits. Forget about the big and become a craftsman at the mundane, small stuff. If we are striving for greatness in each moment, you get a little bit better each day.

As a top producer, and a coach to top producers, I find that success is often not a result of merely strategy. There is an emotional component to it. It’s called momentum. It’s undeniable! When someone feels capable coming into a situation, it has an undeniable impact on the outcome. How can on come into a situation (selling, leading, or ANYTHING) with this confidence? It helps to be coming from a victory. Wins beget wins. Losses beget losses.

Quotes from Jim:

Win the day. The present is the present for a reason. It is a PRESENT. Treat it like a treasure.

Have a mindset of Procession (going somewhere) and projection (knowing where you are going).

Don’t close a sale, it’s actually about opening the lines of possibility.

BE free, to be you…Everybody is normal until you get to know them. Stop trying to be liked.

How you do anything is how you do everything.

How you do the little things how you will do the big things.

Mindset. Progress, not perfection is how we should use our life energy. Mindset, and execution help you to live learn, earn, and give.

People do the wrong thing because it’s a habit. Start with the habit of the win. Create momentum.

You can connect with Jim on LinkedIn or Facebook. You can also reach Jim at www.jimstryker.com

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MOJO to have sustainable change. Most of us have been in a cycle of starting without finishing. We end up with very little positive change. The reason: we have it backwards. We say things like this, "If only I HAD this (money, time, spouse, job) then I would DO this, and I would BE this (happy, good, in shape...)." When we see something we want to have, we do actions to get there, but we lose steam along the way. 

Instead, let's reverse the thinking. I AM, or I WILL BE this kind of person. This kind of person does these kinds of things. These kinds of actions get those kinds of results.

BE-it starts with a decision of who you ARE and who you WILL BE. 

DO-what would that person do? Do those things. Period.

HAVE-what results will this person have? If you don't focus on this one, but the previous two, the HAVE will HAPPEN.

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Do not let reason stop you from taking action!

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Why aren’t you living the life you want? What’s holding you back?

Have you ever been binary in your thinking, meaning you have to choose A or B? I have.

I can’t do this AND that. I can’t be a good parent AND a top producer. I can’t work hard AND travel. I can do this OR I can do that. Why can’t we have our cake AND eat it too? I think we can.

As I interviewed Lauren LaForge on her boat, The Intrepid, in Marina Delray, California, I was struck by a woman who decided to live with a big AND. Lauren decided years ago that travel was always going to be a part of her life. She also decided that she would be a top producer as a salesperson/business owner. AND, not OR. It begs the question from anyone-have you been talking yourself out of the life you truly want?

“For me, there are millions of versions of life that can be experienced on this earth. In my hundred or so years, it would be sad to experience just one of those.” You can be an ultra-producer while living a life that you were meant to live. For Lauren, that means making the time NOW to do the things she loves, not waiting for something monumental to finally giver herself permission to do what she loves.

I believe that we all need what I call “day candy.” These are the little joys that we build into our day and life, just for our self. For some, it’s a morning or evening routine. For others, it’s mini-breaks, listening to a favorite jam, having a cup of coffee. I have watched too many people crash and burn in their time management and life make-overs because they only put the work on their new schedule. The must-do’s; the things they think they HAVE to do. If you have no joy in your schedule, then you will despise it. If you stick with your new routine and schedule, you will be an angry, bitter person, because all you have to do is “the grind.”

One of my mentors, Delatorro McNeal suggests that you plan out your “wow moments” first. Plan your annual, quarterly vacations and getaways before you plan your work. Then have smaller “wow’s” planned monthly and weekly? Finally, have “day candy” for each day.

So, be a badass top producer. I dare you, challenge you even! But also love the life you have. Live intentionally. Wake up, kick butt, have fun, smile, laugh, dance, and sail, just like Lauren. You really should listen to her on this podcast.

Here are some additional tips from Lauren:

Book: You Are a Badass, Jen Sincero

Tips: Use your car for your office.

Hardware: The PowerCup-power station for car cigarette lighter adapter.

Mindset: Plan around what FIRES YOU UP. Make it a part of your life.

Contact: www.laurenlaforgeswc.com

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Working from a nontradional office space has its share of freedoms and challenges. Donnie Tuttle, sales coach with Southwestern Constulting, is on a mission to help those who are location independent, selling from a home office, or a coworking space, or anywhere else-to sell better.

If you can sell anywhere, you can sell everywhere. Your talent is not limited to your zipcode.